Is it time to tune-up your marketing team, reinforce their purpose, and remind them of your big marketing picture? Here are four ways to get everyone on track, and close more deals as a result:
1. Revisit your core beliefs and company objectives. Part of what fuels your new staff is all the great things they learn about your company’s mission during training. But over time that message fades, and objectives change. So meet with salespeople regularly to discuss your core beliefs and objectives and why they provide benefits to buyers.
2. Differentiation. The more competitive the industry, the less you want your marketing team to provide a boilerplate presentation. Bring your team together to brainstorm all the different points and angles that set your products and services apart from the competition. Encourage creative, out-of-the-box thinking and reiterate challenges that affect what prospects are up against now tied into how you’ll help them solve those challenges. Think benefits.
3. Profile ideal prospects. You don’t want your marketing staff to discount leads, but it’s helpful to know who is and isn’t a high-probability prospect. Once marketing and sales staff know the titles that buy each product, they’re in a much better position to cold call.
4. Reorganize key metrics. Sometimes all it takes to recharge a marketing and sales team is to have them focus all their efforts on one key metric, like prospecting or repeat business. They’ll see results and be reinvigorated.
Need help tuning up your marketing and sales team? Contact info@boostyourbottomline.com today and share your challenge.
© 2008 BoostYourBottomLine.com
WANT TO USE THIS ARTICLE IN YOUR E-ZINE, WEB SITE or BLOG? You can, as long as you include this complete blurb with it: Certified Marketing Spitfires™ Holly George and Leslie Hamp are creators of the Business Boost In A Box. To learn more about the step-by-step program, and to sign up for their *FREE* Marketing Mastery Success Kit, visit www.boostyourbottomline.com
Tuesday, October 28, 2008
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment