June 2009

Blog Monthly Archive

  • 22/06/2009 - 15:15
    Sales_outsourcing_Product_adoption_lifecycle

    The technology adoption life cycle can be visualized as a bell curve segmented by certain characteristics that must exist for the products to transition throughout each stage of the cycle. The bell curve consists of several phases: Innovators, Early Adopters, Bowling Alley, Tomato, and Main Street.

    Let us describe these different phases:

  • Innovators

    • Innovators are like friends of yours who have just about every gadget you can think of. They are the first to buy into the next great "fad", and the first to retire gadgets to the proverbial closet floor when they have move on to the next latest, greatest new product. For example, a person who purchased a PalmPilot while the casing had the U.S. Robotics logo on the front is a likely Innovator.

  • 16/06/2009 - 13:31
    Lead_generation_approach_account_profiling

    Over a number of days a Sales Researcher will engage in discussions with senior functional managers to understand the key drivers of the business and explore where new IT investment might be required for a lead generation campaign. Once they have gathered the business intelligence only then do they engage with IT and learn more about the existing IT infrastructure and their future plans. Profiling work can range from a day's activity through to 3 or more days depending of the size and complexity of the account under investigation.

    At the end of the exercise a paper is produced summarizing all the information gleaned, the contracts identified and recommendations on next actions.

    A typical account profile report would contain:

  • 11/06/2009 - 16:29
    Sales_outsourcing_Value_proposition_development

    The topics below are used in a short workshop to determine the value propositions that a business has. A clear understanding of these will enable better focused sales and marketing initiatives to be prepared. In preparation for the workshop attendees should bring the following information if available:

    Case Studies, Price lists/guidelines, Product/Service collateral.

    Any ROI studies/Information, Product/Service Development Roadmaps.

    Workshop Objectives:

    1/Understand Market propositions for products/services:

  • Identify Target Markets
  • Potential buyers
  • Buying motives
  • Buyer types
  • Account Development Strategies

    • 2/Develop sales and marketing strategies/tactics required for successful sales campaigns

  • 08/06/2009 - 13:11
    Lead_generation_approach_3_3_target_account_approach_and_profiling

    This article is a complement to our LAMP process , focuses on target account approach and profiling, which can be useful in certain types of Lead generation campaign provided by Selling People .

    With some campaigns there are 1000s or 10,000s of potential targets and these are suitable for e-marketing and telemarketing, however, with other campaigns there are only a handful of targets.

    Many organizations would benefit by focusing their efforts during recession on one or two of their key Value Propositions and 20-50 key or target accounts/prospects.

  • 02/06/2009 - 15:34
    Lead_generation_approach_1_3_classic_tele-marketing

    This article describes the classic tele-marketing approach which could be improved by our main service.

  • 01/06/2009 - 21:24
    Sales qualification video

    See our video series on telemarketing and lead generation. This one covers the topic of sales qualification - a key ingredient in sales success. This is video 2 of 10. The acronym we use is MANDACT. See this explained in the video.