Stagewise sales process to analyze sales
BUT WAIT...I've tried a lot of this stuff before - and it didn't work...
I hear this all the time. It is especially true for organizations who have some holes in their Marketing and Business Development strategy and approach.
They have tried a whole bunch of other growth consultants and suppliers previously. They put forth a lot of effort, but got insufficient results.
It's common for companies to try something new - and then expect sales to start flowing in.
But, while sometimes gold can be struck right off the bat, typically it takes more than a tweak to your website, a series of webinars and some new product literature, and attending a few more trade shows.
Overcoming Insanity
The definition of insanity is: "Doing the same thing - and expecting different results."
Most Marketing and Client Acquisition is disconnected - or done piecemeal. The Marketing and Sales Pipeline should:
- Drive consistent leads at the top of your funnel
- Nurture them through the middle of the funnel and then
- Move and connect them to the bottom of the funnel where the sale can happen.
Leads - and thus opportunities - get lost all along the pipeline without the various levels being connected properly with the right hand-off.
Its also important to remember that only a small percentage of leads are ready to buy now - or soon. And as much as 90% of leads can be wasted by not treating them properly.
Unless your sales pipeline has a top to bottom system that covers - and connects - everything from lead generation to sale, pipeline management and growth strategies - you are leaving money on the table. And perhaps a lot more than you imagine...
None of this is rocket science
Good Marketing and New Business Development strategies should not only create bottom line results, but also streamline your efforts to focusing on the things that are the most profitable and most effective - which make them more manageable for you and your Team.
Its definitely worth the effort to identify any holes in your funnel where leads are dropping off - or where money is being spent without a measurable return.
A properly designed and run lead generation machine can make your Marketing and New Business Development efforts:
- More Efficient
- More Measurable
- More Reliable
- More Profitable and
- Result in More Growth
Sounds like something worth doing new.
What do you think?
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