Browsing Archive: September, 2011

Sales Management

Posted by JOHN BRIGHT on Monday, September 26, 2011,

Sales management is about leading people and driving processes to sell prospects and to service customers. Sales management responsibilities include:

  • Building the right sales strategy
  • Hiring the right team
  • Creating the right compensation plans
  • Establishing effective territories and quotas
  • Setting the right projections
  • Motivating the team
  • Tracking revenue against goals
  • Resolving conflicts
  • Training and coaching sales reps
  • Managing processes
  • Closing the sale!

Sales teams are usually the voice ...


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Sales Process

Posted by JOHN BRIGHT on Monday, September 26, 2011,

A sales process comprises the series of steps a prospect follows from initial contact with a company to a purchase decision.  Effective sales processes match the natural steps a typical buyer takes to decide to make a purchase. Ineffective sales processes aren’t aligned with buyers’ needs and create a disconnect with the market.

The sales process starts with a qualified lead delivered to a specific distribution channel. With a good process, companies can better project ROI ...


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Search Engine Marketing (SEO)

Posted by JOHN BRIGHT on Monday, September 26, 2011,

Search marketing is about gaining visibility on search engines when users search using terms that relate to your business. For most companies, ranking high in search results isn’t luck – it’s the result of solid effort in one or both categories of search marketing:

  • Organic Search:  When you enter a keyword or phrase into a search engine like Google or Yahoo!, the organic results are displayed in the main body of the page.

    When prospects search for information about your...

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Telemarketing

Posted by JOHN BRIGHT on Monday, September 26, 2011,

Telemarketing campaigns help companies reach a group of targeted prospects to communicate a message, gather feedback, and determine the next step for the relationship. Telemarketing can be an important part of any B2B marketing strategy.  Use telemarketing to:

  • Generate leads
  • Qualify prospects who have downloaded information from your website or attended a webinar
  • Follow up on a direct mail or email offer
  • Conduct market research

For B2B companies, telemarketing is most effective when ...


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Alliances in consumer goods

Posted by JOHN BRIGHT on Monday, September 26, 2011,

Consumer-packaged-goods companies are turning to a range of alliance opportunities to achieve growth.

alliances in china article, packaged goods, Strategy

In This Article


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Trade Shows & Events

Posted by JOHN BRIGHT on Monday, September 26, 2011,

Companies use trade shows and events to generate leads, nurture prospects, build awareness, conduct training, and enhance relationships with existing customers and partners.

Event marketing and trade shows are often only one part of an integrated marketing campaign. Both before and after an event or trade show, companies need to use additional media such as email marketing, traditional media, Internet marketing, direct mail, telemarketing and public relations to generate interest and ...


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Traditional Media

Posted by JOHN BRIGHT on Monday, September 26, 2011,

Traditional media, such as print, radio, TV, yellow pages and even outdoor ads, play a role in the marketing mix for many B2B companies.

It’s important to treat these programs as longer-term investments because responses tend to come gradually -- they aren’t as immediate or as measurable as responses to Internet marketing, telemarketing or direct mail. Targeting may be an issue and you may not be able to measure the branding impact of your campaign, but these media are solid vehicl...


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Vendor Selection

Posted by JOHN BRIGHT on Monday, September 26, 2011,
Vendor selection is an important part of the marketing process because few companies have the resources to complete every project in-house. For example, you may need a vendor’s expertise and resources to:
  • Write, design or produce sales literature, ads or other creative materials
  • Design, write or develop your website or online campaigns
  • Run a telemarketing campaign
  • Develop your media plans and purchase the media
  • Provide email or search marketing services
  • Manage the print and fulfillment p...

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Website Purpose, Design & Functionality

Posted by JOHN BRIGHT on Monday, September 26, 2011,

Your website is potentially the most powerful sales and marketing tool in your arsenal. Ninety percent of your new business contacts will review your website, and 50% of those who visit will allow it to influence their decision as to whether to continue the relationship.

Business websites start a discussion with the market and convey the brand and personality of a company. They’re also used as distribution channels, store fronts, lead generators, customer support and sales tools. Web...


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About Me


John Iduh Certified Consumer Insights / Business Development Professional. John has contributed to the success of Hero Beer, Grand Malt, Trophy Lager, Beta Malt, TINK Africa, Surge Mobile, Johntrecs Foot-wears and Globus Chicken. He translates insights into Business implications, supporting brands develop Strategies,Iinnovation and Messaging. John has wider Knowledge of Nigerian-Geographies. He works with SMEs to help their brands win through Insights! John's skills lie in Insight Generation & Translation » Innovation Conceptualizing & Evaluation » Customer Segmentation & Niche Definition » Category Definition and Value Proposition » Business or Program strategy Development » Appropriate Marketing Message Development » Creating New Markets and Customers » Managing Declining Markets & Relevance. Tel:07031399556, 08022768694. E-mail: iduhjohn18@gmail.com