James Obermayer, Author and publisher presents 56 reasons companies fail to reach sales forecasts and what to do about them.
Never create fewer leads than the total number of products sold in your marketplace each year.
Losing and don’t know why? Here’s at least one part of the answer. If there are 20,000 products sold in your marketplace and you are only producing 1,500 leads, guess why you can’t make those large market share gains you promised? Of course, you have to have enough salespeople to follow-up on the quantity you produce and the guts and budget to do it. If you are large enough, this must be your goal.
"Trade show and event training can double and triple the number of inquiries and do the same for qualified leads "
Do you have a real marketing plan or a nasty napkin substitute?
Why it’s Important:
Why it Matters
"Failure to have a sales lead management process mapped out will send salespeople on fools errands and waste marketing dollars "
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Do you have a sales lead management process defined to track follow-up of leads and marketing productivity?
Are salespeople getting in front of prospects faster than your competitors?
Why it's Important
"In sales, you are quick or dead. If salespeople won't get in front of leads faster than competitors they have reduced a chance of a sale by 50%."
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