Archive of Posts from August, 2013

Using CRM to Improve Your Marketing ROI

“Marketing ROI” is a trendy catch-phrase these days, but what does it really mean? While many top managers we speak to think their marketing programs are generating positive results, in reality, most of them don’t really know. Since Marketing’s top priority is to generate qualified leads for Sales, management’s focus should be on measuring the […]

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Telesales Success: Begin with the End in Mind

You may remember the following excerpt from Steven Covey’s book 7 Habits of Highly Effective People: “Clients often ask me, ‘how can we get our inside telesales team to talk to more prospects?’ Sure…threats, begging, yelling, low level torture, coercion, and brut force entice reps to make more calls as long as the manager is […]

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Measure Your Marketing ROI

There’s a well-known truism in business: You get what you measure. So if you aren’t measuring the results of your investment in marketing dollars—in terms of current and predicted future revenue and profit results—then essentially you’re investing blindly. Let’s say you follow the established norm for your industry and invest in marketing as a percentage […]

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Linking Performance to Company Values

Intel corporate values include risk taking, discipline, and results orientation. These are exactly the values one would expect of a company whose primary strategy is one of product leadership. Without these specific company values the product leadership strategy would surely fail. In firms where the values and the strategy are tested daily it requires management […]

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Knocking Down The Ivory Tower

Corporate sales and marketing teams are called upon annually to produce more sales with fewer resources. This is difficult enough when sales and marketing are both in the same location. However, modern sales organizations can span the globe. There is also a greater reliance on channel partners: resellers, distributors, agents, or even franchisees. Channel partners […]

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