The Value of Sales Development

The Value of Sales Development

When your team is operating flat-out, each person going 40+ hours per week, where’s the room for growth? When things get craziest in the office, sit back, and ask two questions: How many new prospects have we touched today? How many prospects have we advanced today? …the answer might be embarrassing. Surprisingly, it’s often the elephant in the room – just when activity is at […]

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Marketing math: Sales productivity planner

Marketing math: Sales productivity planner

Are you staffed appropriately to achieve your target? Is your call productivity appropriate? What’s the cost of low call productivity? Use this tool to identify opportunities to implement an improvement plan: Interested in growing your share of the financial services market? Let’s talk:

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Marketing math: driving share from zero-sum financial services markets

Marketing math: driving share from zero-sum financial services markets

It sometimes feels like we’ve reached the saturation point in some consumer financial services markets: bank branches are being closed, and moving to the web there are more mortgage brokers in some markets than can (reasonably) be sustained by real estate and refinancing activity personal loans are offered on every street corner and app insurance brokers and agents are everywhere financing and credit cards are […]

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7 Ways to Build Client Base in Mature Markets

7 Ways to Build Client Base in Mature Markets

Maturity of markets can be identified in two ways:  Lack of growth Increased competition Of course, lack of growth is really how your organization describes it (in terms of number of clients, value of client portfolios, spend per client, etc) Increased competition is fairly straightforward.  Despite regulatory guidelines, lines are being blurred in many industries all over the place, largely due to disruption caused by […]

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Marketing math: Deciding which Sales Development Strategy is Best

Marketing math: Deciding which Sales Development Strategy is Best

Imagine that you’ve been given the assignment to increase sales by 5%. You can’t raise prices.  You can’t add more staff.  You don’t have the budget for additional marketing support. What do you do? The worksheet below presents you with two options – and the process to identify others, to determine your route to achieve your goal. Option 1 involves asking (demanding?) an equally higher […]

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What’s the right mix between technology and people?

What’s the right mix between technology and people?

I had a lively conversation this morning with an old friend, that can best be summarized as : ‘tech stack or rep stack’? Now, I can argue both sides – passionately – I’ve experienced the transformative power of a well-oiled tech stack, but the realist that I am, I fell firmly on the side of ‘Rep Stack’ – having lead sales teams – and seen […]

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Tool: Marketing plan challenger

Tool: Marketing plan challenger

  Do you have a high performance marketing plan? Is it capable of delivering your strategic objectives – particularly your sales goals? Get a sense of the effectiveness of your Marketing Plan to power the achievement of your sales goals:  

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Tool: How motivated is your sales team?

Tool: How motivated is your sales team?

A motivated team is a high-performing team. A motivated team generally scores high on measures related to Desire, Ability, and Belief in the company. This Team Motivation Diagnostic will help you identify structural areas for improvement with your team by giving you an initial Overall Motivation Score: Complete this Team Motivation Diagnostic from the perspective of your employees – to identify improvements that you can make […]

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How innovation can rejuvenate market share.

How innovation can rejuvenate market share.

I’m always struck by the common complaint from business leaders about revenue-related challenges. Broadly categorized, they are: Average spend per client has decreased Close-cycle on new business has increased Rates of return of previous clients has decreased Market share in one segment or another is being eroded by an aggressive competitor It’s clear that the old ‘market conditions’ explanation is satisfying fewer antsy Board members these […]

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Marketing math: Sales pipeline velocity calculator

Marketing math: Sales pipeline velocity calculator

The Sales Pipeline Velocity Calculator helps managers identify opportunities to grow their businesses, by identifying potential improvements with their sales process. The data’s value is really in its benchmark-ability, and its ability to incite 4 big-picture questions around sales growth strategy, namely: ‘How can we reduce our sales cycle time?’ can we attract more clients when they are ready to buy, rather than always going […]

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