January is an energizing time of year for sales leaders. Sure the new revenue target may transcend previous levels of believability, but with twelve full months to ‘make the number’ everything is possible! Some leaders see it that way, while others may be paralyzed by the task now facing them.
It takes much longer than most companies expect to find, interview, hire and on-board new sales people.
The Top Ten Marketing and Sales Ideas for Emerging (Market) Provider CEOs.
Most technology and solution providers in the US are missing a tremendous opportunity to grow their sales through alliances with India’s IT outsourcing leaders. This is particularly true for firms offering on-site services, possessing vertical or domain specific solutions or operating in highly commoditized industries such as desktop support, product acquisition or transactional-based services.
Successful selling of outsourcing solutions requires many competencies, operational execution and discipline, and competitive offerings. Knowing where best to assign sales resources is also a major contributor to success and is something that requires a thorough understanding of goals and targets, customer needs, competition, market trends and internal capabilities.
Too many companies skip past these necessary steps in marketing planning and proceed directly to promotion efforts like branding and lead generation. When that happens, the typical results are wasted marketing funds and lost time.
by Tactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Consider outsourcing certain sales activities. Companies which outsource certain sales or marketing activities do so for the same reasons many other functions are outsourced – cost reduction, acceleration of results, and the benefits of performance-based agreements. Circumstances when… Continue reading
by Tactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Fine tune your value proposition. Spend time analyzing and refining how you explain the benefits your products and solutions provide customers. Marketers are taught to ask the question, “So what?” Do you take steps out of a process? … Continue reading
by Tactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Consider indirect sales channels. For outsourcing companies trying to penetrate the US mid-size and small business market, an indirect sales strategy through the Value-Added Reseller and System Integrators channel is often the only viable approach because of the… Continue reading
by Tactical Adjustments For Tough Economic Conditions, Part 2 (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Intensify focus on existing accounts. Even in healthy economies IT decision makers generally find their existing solution providers less risky than unknown vendors. Two proven approaches to increasing outsourcing sales in existing accounts are portfolio expansion… Continue reading