If you didn’t get a chance to participate in last week’s conference call, you can listen to a recording of this call below. It’s an introduction to Sales Process Engineering (45-minute introduction to SPE, and 15 minutes of question time). This event was hosted by Constraints Management Group. It’s a preview of my two sessions at […]
As you may already know, I’m speaking this year at the Constraints Management Group’s annual conference (CMUC2010) in April. CMG has organized for me to present a one-hour conference call on the afternoon of April 8 (US) for their clients and friends – and for anyone else who’d like to attend! It’s free. And it […]
Why your CRM has no hope of delivering the expected ROI and why you should probably keep it anyway. A Customer Relationship Management (CRM) application seemed like such a great idea, didn’t it? The rest of the organization had reaped such enormous rewards from automation, and the sales process was certainly in need of productivity […]
Here’s a useful exercise. Calculate your market size. But, instead of calculating total revenues or total unit sales, try calculating total face-to-face, business-development meetings (FTFBDM). Imagine you wish to determine the optimal size for your sales team. The normal approach is to start with one of the standard measures of market size (revenues or unit […]
Unlike Australia, the United States is the land of the ‘Manufacturer’s Representative’. Most manufacturers rely on a network of independent representatives to provide distribution across this huge continent. (Australia is a huge continent too, but only small areas of it are populated.) A typical manufacturer’s representative (Rep) is essentially a commissioned salesperson who promotes the […]
Early next year, we’ll running a special promotion (a competition, in fact) around our new online Sales Process Engineering ROI calculator (pictured on left). More about the competition in a moment. This promotion will be directed to the 60,000+ executives on our house database. But, here’s an opportunity to preview that calculator (and perhaps get a […]
It seems so obvious. If that team member has a Blackberry and a company car; if they call on customers and help resolve their problems; then they must be a salesperson, right? Well, maybe not! Sure, that’s the way things have traditionally been done: the person in the field is automatically the salesperson. But, in […]
On Tuesday I presented a 60-minute webinar for Industry Week (USA’s number-on manufacturing publication). You can register and view this webinar here: http://tinyurl.com/pq44ef The title is: How to grow sales in a shrinking economy. It’s an introduction to SPE, along the lines of my past post entitled A strategy for coping with tough economic times. […]
The other day, our publicist asked me to comment on an article exploring the business case of various customer relationship management CRM’s and sales force automation applications for small- to mid-sized businesses. (CRM is the technology used by organizations to automate the sales function) … My input is simple: there is no reason for a […]
