Special Message

A Special Message for CEOs, Presidents, and Owners…

Business leaders are facing price cutting, shrinking margins, and declining growth.

Although there are no “easy” answers, we’d like to share some strategies and tactics which are working.

First, allow us to make a prediction that goes against the grain.

For a select group of companies, the profits to be made over the next few years will be spectacular.

Why? Because your competition has that “deer in the headlights” look.

Now is the time to fully optimize your sales and marketing functions.

Here’s what we’re advocating:

1) Take a hard look at the “Value Engine” you’re presenting to the marketplace.

Are you being commoditized because you look like your competitors?

Is your sales team adept at protecting your margins?

Prospects today need to be shown the consequences of not having what you do beyond your “core competencies.”

“Quality”, “Service” and “Client Support” mean a generic solution.

What do you do that’s beyond generic? That’s where your higher profit margins are.

Examine what the real “consequences” are to your prospect not doing business with you.

Salespeople who don’t know how to defend your Value Engine, must have low price or they lose the business.

Salespeople who can defend your Value Engine, win even when their price is higher.

2) Examine all your marketing efforts.

Which are garnering a great ROI?

Which need to be ended immediately?

Which can be re-architected to get great results?

Your marketing functions can provide you with the most leverage inside your company.

Examples: Whether your display advertising is getting you an X or 10X return is purely dependent upon the effectiveness of the copy.

Whether your salespeople close 20% or 40% is dependent upon correct hiring, training and sales behaviors in the field. All of these can be optimized into greater productivity.

3) Ensure you have the right sales team to accelerate your vision.

Is your team keeping your sales cycle short?

Does your team utilize a proven sales process?

Many salespeople on the street today have never sold in a down-turn.

They don’t know how to deal with objections like…

“I don’t have a budget”

“What we have now is working fine”

“We can’t do anything until next year”

You need to have salespeople on the street now who can ruthlessly protect your margins.

With stellar salespeople being downsized everyday, there’s never been a better time to select and train the right team.

Contact us for psychometric assessments for hiring and evaluating a stellar team.