Chief executives of business-to-business (B2B) selling organizations understand the value of re-engineering functions like finance and accounting, manufacturing and operations, and research and development.
Results included simultaneous improvements in quality, operations throughput, and lower costs, to name a few.
What about sales and marketing? How has the way you sell fundamentally changed in the last five to ten years?
How has your yield on investments in direct selling improved? How has the quality of your selling improved — win rates, cycle times. What about selling costs?
How have your marketing strategies and tactics changed? Sure, you have a web site. Maybe you’ve moved transactional items to the web or channel. You’ve invested in CRM and web tools. Maybe you’ve instituted an inside sales team.
But have you invested your time and attention to understand the strategic nature of selling and marketing today, and how your company stacks up?
- Have you performed the transformation you previously achieved re-engineering other areas of your business, in sales and marketing?
- Is the way you sell a key component of your value and differentiation in the eyes of your buyers?
- Are you looking to innovate the way you market and sell, in order to “change the game” in your industry and win more than your traditional share of business?
If you are beginning this transformation, we can accelerate your process. If you have made this transformation, we know you could be struggling with implications — especially to optimize the output and outcomes of your content investments — and we may be able to help.