Are you driven to marketing? Do you hate marketing your products and company? You’re not alone. Most of our clients (except the advertising and marketing companies) don’t go “Whoopee, I get to come up with and implement my inbound or outbound marketing”. If you feel that you’d rather have all your teeth extracted than do anything with marketing, you could hate being “marketing driven”. [Read more…]
Your sales projection formula is key to more accurate financial projections and to the success of your business.
Sales projection formulas are always wrong. Here are six ways to improve them.
Sales projection formulas are wrong because…
- Sales projections are not supposed to be right.
They’re a snapshot of what to expect each month based on relevant criteria and are defensible. Improve the sakes projection formula you use by making sure you don’t accept the projected sales numbers without question. The answers you get from salespeople in terms of what they think will close have to be reasonable and with some sort of basis not just hope. [Read more…]
Proud to be green. Here’s my paperless slide presentation, “Does Your Business Need Glasses”, from RISE Austin 2010. It presents what we believe is a better way to get better sales by using niche marketing that focuses on Platinum Profile Customers™. The goal of this system is to make positioning, pricing, and sales procedures more approachable for independent businesses.
The slide presentation also includes details on the Business Success Center’s sales process that all customers go through, the “Buyer’s Purchasing Continuum™”. The Continuum starts with their decision to look for something to meet their needs and desires. After a few steps, they buy. But, it doesn’t end there. The last step occurs after they buy when they either rejoice about their decision or experience buyer’s remorse. Knowing exactly how your Platinum Profile Customers™ do this allows you to focus your sales and marketing efforts.
Small business owners and entrepreneurs will want to follow the prioritized action items suggested. These will help avoid mistakes and expand sales opportunities. This is primarily of value to those already in business although it has ideas that startups can incorporate.
Using these ideas results in:
- Better sales and lower costs
- Collateral is more effective
- Shorter sales cycle [Read more…]