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Atricle Dump - Sales Prospecting and a Targeted Selection Process
Relationships with workers, finding work in the first place, running projects and maintaining detailed and accurate records of all costs are just some of the responsibilities construction contracting firms have to juggle. Strategic planning is a luxury mostconstruction contractors don’t have any time for, and this is where construction estimating programs can help. Providing accurate estimates, monitoring profits and saving time are all benefits offered by good estimating softwareAny quality construction estimating programs will enable you to work project scheduling out from finish to start. It will be clear when materials need to be ordered and delivered, when you can have plumbers and electricians work on more than one job at a time and
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach.
How can you take a basic product and add pizzazz to your marketing? How can you add buzz to your simple product and elevate yourself above the competition and begin to build a brand from such efforts? There are ways to do this of course and no it is not easy, it takes a little strategic thinking, some luck and some marketing creativity.For instance lets say your company sells ice. Recently while traveling in the Northeast after taking the Ferry back from Nova Scotia to Maine I found myself in about the worst weather I had ever experienced in that region. It was hot and thunderstorms with wind and this was the third week of raining, it was flooding everywhere. My freezer in my motor home could not keep up making ice for my Ice Tea and drinks. So, I s
But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach.
Why doesn’t the smartest kid in class grow up to be the most successful? Does the American educational system really teach thinking skills? The answer to these questions is found in what’s known as “The Archway Effect”— a model in which an inflow of people goes toward an archway that represents an institution of higher learning. From that archway emerges an outflow of intelligent people. Conventional wisdom tells us that passing through the archway results in intelligence. However, most universities don’t produce brilliant graduates because of the excellence of their teaching, but rather because they accept only brilliant students. The fact is, most universities show no proof that they’ve taught these students to think at all. To date, no one has been able
But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach.
I'm fascinated by the growing list of organizations successfully using You Tube for a new kind of PR. Heard of the tie up between Diet Coke and Mentos, the Sony Bravia phenomenon or the Will it Blend? craze? If not, look them up on You Tube, you'll find these companies have secured millions of dollars worth of free publicity for the corporations behind them. Well, I say behind them, it usually starts by accident. Someone posts something that is fun to watch, it just happens to have your brand in it and if you’re lucky, it spreads.It’s successful because the audience believes it’s been made for their amusement, not for your publicity. And they believe this because it’s true.Engage Audiences on a New Level This is the ch
But here’s what’s important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself. But it is directly allied with your other Sales performance indicators. The degree of success you’ll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm. And the direction you decide to travel is strategic to the outcome. I call it the ‘Playing Field’. Because that’s where it all starts… it’s where the game begins.
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach.
Branding is a big buzzword in corporate marketing. Creating a distinct identity for your company in the marketplace is about more than getting the word out about your products or services. At its best, branding includes getting consumers to feel good about who you are as a company.One way big-name corporations seek to garner consumer goodwill is by linking their brand to a philanthropic cause. Consider these companies: Home Depot promotes volunteerism and supports community projects such as refurbishing playgrounds and community centers Wal-Mart supports numerous community programs, from literacy councils to youth causes. Wal-Mart has a core value of giving back to the community Lee Jeans promotes Lee National Denim Day, whic
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach.
Top Sales Executives Work Smart Top sales executives recognize their time is precious and finite. These sales representatives know their primary job is to identify and call on the most profitable accounts first. Examining their current customer base and finding the common characteristics or demographics (gross sales, number of employees, industries, etc.) top salespeople know in advance what types of accounts where they make the most money. They separate their accounts by time zone enabling them to make the best use of their phone time throughout the day.Once prioritized and sorted, top sales executives use their sharp questioning and listening skills to reach the decision maker and determine, with reasonable certainty, whether or
Here’s what I mean. There are basically (2) strategies in picking your ‘Playing Field’; a ‘Bottom-up’ approach or a ‘Top-down’ approach. The following is an example of a Bottom-up approach. A Telecommunications rep initiates a telephone call into a company and asks the question “Who handles your telecommunications needs?” Guess where they are sent? If you said ‘office manager’ you guessed right. If you said ‘Head Janitor’ you weren’t far off.
Is there anything ‘wrong’ with that? Not really; it’s legal and a lot of folks out there do it. But let’s think through this option as a ‘Business person’ would. Let’s study it as it relates to our sales process and individual Key Performance Indicators (KPI); Conversation-to-appointment ratio, 1st appointment to Proposal ratio, Closing ratio, sales cycle and average revenue per sale. Because these success indicators are gateways that directly affect the outcome of a sales process.
Do your KPI’s go up or down with a bottom-up approach? Historically, a bottom-up approach promotes a:
1. 1st appointment to Proposal ratio to decrease 2. Closing ratio to decrease 3. Sales cycle to increase 4. Average revenue per sale to decrease
Bottom line, you’ll be leaving time and money on the table if you choose this Target strategy. We’ll revisit the Conversation
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