Sales leads are what successful marketing is all about. That's where the money is. This book shows how to get the most out of this crucial corporate investment. Good, qualified leads make sales forces more efficient, more effective, and - bottom line -more profitable. Add in today's tough economy the skills needed to generate and manage leads are even more vital.
The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry.…
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Take the Lead Generation...Management Quiz - How's Your Organization Doing?
Find out how you're doing before you access our sales and sales management tools and resources. Take the Lead Generation, Nurturing, Management Quiz, a quick assessment. The quiz addresses key aspects of lead generation and management. It will help you determine the current state of your lead generation and management planning, practices and processes. Your answers will indicate specific areas where you may benefit from improvements. And, it will also help guide your decisions about your future lead generation and management needs and investments. You will be given a score upon completion of the quiz. The grade appears at the bottom of the quiz.
Once you've completed the quiz, you can contact us to review your responses and provide an objective analysis of your current business and marketing planning efforts.
Sales Planning & Management Tools
The sales management and sales planning tools in this section will help you set sales targets, quotas, forecast sales, and plan and manage demand generation programs. Tools include: sales capabilities assessment to help you analyze the effectiveness of your sales organization and programs; sales force account management tools; lead and sales forecasting tools, and other tools designed to help you achieve your overall sales and profit goals.
Sales Capabilities Assessment Tool
This tool is designed for use by business-to-business marketers (B2B) and/or marketers that require a sales force to sell to the trade or end users. It will help you determine if your organization's sales capabilities are in line and appropriate for helping your organization compete and achieve your overall business financial goals. It will allow you to rate your organization on a scale from 0 to 10 for each of the factors listed.
Strategic Account Planning Brief Template
Use this template to develop your long term sales (account) plans for each of your prospect or client (customer) account for your sales organization. This plan is a way of organizing and managing you client account plans so that you can optimize the services and products that are offered to them. It will help you and other members of your marketing and sales teams understand their business model and identify their needs and how your organization can better fill them than your competitors.
Account Executive Sales Plan Template
Use this template to develop your account executive’s sales account plans for each of your prospect or client (customer) accounts for each of your sales associates in your sales organization. This plan is a way of organizing and managing you client account plans so that you can optimize the services and products that are offered to them. This is a detailed sales plan that the sales executive should follow in conducting business with the client. It will help you and other members of your marketing and sales teams understand their business model and identify their needs and how your organization can better fill them than your competitors.
Sales Opportunity Assessment Tool
Use this tool to evaluate each sales opportunity to determine if it is a “Win-Win,” “Winnable” or “Worth winning.” Why use this tool? The underlying purpose is to help better allocate your resources to sales opportunities that fall into the aforementioned quadrants, rather than spending time, money and other resources on opportunities that will not convert or take too long to convert to a sale.
Lead Flow Planning Calculator based on a Desired Revenue
Use this tool to calculate the size of your marketing campaign and the number of leads that you need to generate from the campaign in order to achieve the desired gross revenue for the campaign based on the average transaction value.
Lead Flow Planning Calculator for a Given Sale Cycle
This tool calculates the sales leads needed in the pipeline to achieve a given revenue target for a specific period based on the values entered into the input boxes on this tool. The computations are tied to a specified period and not a specific marketing program or campaign.
Sales Force Sizing Tool
This tool will help you determine the optimum size of your sales team based on the number and types of customers/prospects that you have, the frequency of calls that must be made to them, and the percentage of time that salespeople can devote to actually making calls on customers/prospects.
Sales Territory Call Planning & Scheduling Optimization Tool
This tool will help you conduct “what-if” analysis for optimizing your sales coverage for either a direct sales force that has face-to-face contact with customers/prospects or a telesales sales force based in a call center. The tool will calculate the expected gain or loss in closes, revenues and profits based on the variables that you enter.
Sales Prospecting Activity Rate Calculator
Use this tool to compute the number of calls to prospects that sales representatives need to make a week in order for your company to achieve its annual sales goal.
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