When Megara – a Melbourne (Australia) based manufacturer of polypropylene products – was contemplating radical changes to the design of their sales function, a list of concerns was identified: Would customers be happy dealing (by phone, rather than face-to-face) with account managers who were located in another region? Would customers tolerate the requirement to interact […]
A little over a year ago, I posted on our initial experiments with “social media” (or, more specifically, with pay-per-click advertising). That post was well received so this one is an update. Actually, it’s more than an update: it’s a review of our entire US lead-generation machine. I hope it provides you an idea or […]
If you’re not in the fortunate situation where promotion is easy, then the odds are that it’s really difficult. If you’re in the latter category, this chapter will introduce you to the magnitude of the promotional challenge ahead and explain why (fortunately) moderate success is probably more than sufficient in the early stages of your […]
This is the title of a Harvard Business Review article that has caused a bit of a stir in sales circles. The authors divide (B2B) salespeople into five groups and argue that, of the five profiles, one significantly out-performs the others – and that one under-performs, to a similar degree. Here are the five profiles […]
“We’ve seen a really dramatic increase in sales …”, Joe explains. “A good sales growth for us … in the industrial glove market … would be 5%. But, even through the recession, we’ve seen a pretty dramatic increase in sales. This year we’re about 25% up in our sales over the previous year. “I think […]
I have a tip for you for the holiday period that’s such an awesome tip it almost qualifies as a Christmas present. Trust me: you’ll be so glad I blogged about this. A one-hour interview with a founder, every day of every work week: totally free! Every day of the (work) week, I listen-in on […]
The next three chapters deal with opportunities: how to originate them and how to prosecute them. But, as you’ll notice from this chapter heading, we’re not navigating these big subjects in what would appear to be the logical order. There are two (very) important reasons why we’ll be talking about prosecuting opportunities before we talk […]
If you can help me to spread the word about Sales Process Engineering, I’ll be happy to mail you one of these stunning little books. The bad news is that this sampler consists of just the introduction and the first three chapters of The Machine. The good news is that, as you can see in […]
Case study: TEBA, Melbourne (Australia) A common criticism of SPE is that it can’t be applied to small businesses. Well, I’m happy to present (another) video case study that invalidates that position. TEBA is a very small technology company. They supply and integrate network infrastructure, targeting mid-sized enterprises with multiple points of presence. Before the […]
