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At the Acelera Group, we're all about helping clients build profitable
revenue streams and are constantly working on ways to do this more
effectively. Right now, for instance, we're working on fine-tuning a demand
generation program that has shown 15-30% response rates.
Through the Acelera Flash, we share our sales and marketing tips and
tidbits so that you can grow your business more quickly. Additionally, we
provide coverage of the best networking events in the Boston area...and much
more...
When is a Prospect Not a Prospect?
In today's sluggish economy, any prospect is a good prospect, right?
Um, no.
With time and money more limited than ever, it's critical to focus on the
"best" prospects. Most companies, however, have no idea how to identify a
good prospect...or more importantly, to attract good prospects and move them
efficiently through the selling process.
In evaluating sales pipelines, we see all of the common problems:
- prospects with the "wrong" profile - industry, size, geography, etc.
- the magic sliding close date - always two or three months out.
- "fodder" used to fill the pipeline so that the sales rep looks busy.
While these phantom companies may actually exist, they probably have never
met the sales person!
To ensure continued revenue growth, corporate management must take
ownership of the selling process. At a time when revenue growth is the only
goal of many companies, it's practically criminal for corporate management
not to take an active interest in the selling process.
Effective sales management includes a careful analysis of the pipeline,
including the following:
- close rates - is the sales organization moving the "right" number of
prospects through the pipeline, at an appropriate rate, and closing a
significant percentage?
- will these prospects, when closed, help leverage additional business?
- does the activity of the sales organization match the mission
statement and marketing messages of the company?
The first of two articles on prospects will address these issues in
further detail and describe how to identify and attract the "ideal"
prospect.
The second article will explore the issues of pipeline management, from a
corporate management standpoint.
Fill your sales pipeline with the "best" prospects
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Networking Alert! |
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A couple of great networking opportunities are coming up in Boston over
the next couple of weeks, including:
- Ultimate Business After Hours with the New England Revolution
Wednesday, August 28th. Network with 1,000+ business people from
throughout New England...and...enjoy a New England Revolution soccer
match from the comforts of the exclusive club seats. Tickets include
open bar, appetizers, entry to the Revolution game and seats in the
exclusive club section.
- Certified Networker Program: Networking Workshop - Learn How to
Get Great Referrals Thursday, August 29th. Attend this workshop
and learn how to generate high quality referrals for your business!
Learn more about these events and others.... » |
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A quick networking tip |
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Not getting enough referrals through your networking?
Perhaps you're not giving your referral sources the tools to give
you great referrals. Remember, this is networking, and you have
to work at getting great referrals.
Great referrals don't happen by accident...it takes a formal approach
in training your referral sources to identify the appropriate prospects
for you, and to take powerful action.
Learn the five steps to developing great referrals, and you'll
be on your way to building your business more quickly and profitably.
You'll enjoy an enhanced stream of high quality, interested prospects,
and in turn, you'll be a better networking partner to others.
Learn more about effective networking... » |
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Upcoming topics |
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Next issue we'll again explore the question:
When is a prospect not a
prospect?
In the second part of this analysis, we'll discuss how to build
effective sales management systems to ensure that the sales process
remains on track.
By and large, effective sales management systems count on people and
processes...get these right, and you'll know exactly where you stand and
where to make further investments. Get them wrong, and you're shooting
in the dark...and shooting blanks! |
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About the Acelera Group |
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The Acelera Group plans and manages the marketing initiatives to fill
your sales pipeline with high quality prospects, leading to repeatable
business and higher profitability.
In focusing on the intersection of your core competency and market
opportunity, we help you to maximize market, revenue and profit
opportunities. While this may sound like strategy work, we focus on the
hands-on implementation of the marketing initiatives.
Right now we're offering a special demand generation program
that has proven to be highly effective in identifying quality prospects
and in launching the selling process with them.
If you're interested in growing your business more quickly and
profitably, please contact us at 617.737.7100 to schedule an initial
discussion. We look forward to talking with you!
To contact us... » |
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