About us2019-10-12T22:29:09+01:00

Boosting Sales Productivity with Better Marketing

Sales success in today’s competitive industrial markets is a demanding activity. Not only do you need a skilled sales force – brand awareness, clear and relevant offerings, and easy ways of interacting with your organization are crucial too.

In the past, marketing did some groundwork for the sales force, who then took over and presented their company, products and key features. The focus was pretty much on transactional sales.

The sales role today is often more consultative, and customers are more active and do much more information gathering and comparisons before getting involved in any potential project.

You need high sales productivity in your organization today, where increased marketing is key. That means you need to take measures to make sure Marketing is aligned with Sales and managed effectively. With the right messages and optimum channel selection, you will attract leads and be able to nurture them so that they are warmed up for Sales. The Sales Professional will then be able to close the sale faster, ideally with a premium. And, be ready to move on to the next project much faster.

An ideal Marketing and Sales Process should include four phases, based on a buying process that is relevant to your business. These phases are Lead Generation, Nurture Prospects, Manage Opportunities, and Loyalty Management for which you need to define messages, channels, tools, responsibilities and more to maximize sales productivity.

Contact me today for a discussion on how to boost sales productivity!

Intemarco’s approach to greater sales productivity is based on a typical buying process and includes four phases. Theseare linked to clear conversion steps.

Peter Tomczak
Marketing Specialist

Observations

Our most recent news piece here below is either about Intemarco as such, or on trends in the business to business marketing field that we just picked up on.

Are your marketing and sales resources aligned?

You might think this is an obvious question and say ‘of course’. In my experience, marketing often creates programs and tools more or less in isolation from sales, with the hope that they will work well in one way or another. The sales team is often a passive receiver of new tools, such as new brochures, other presentation materials, and even campaign ideas. One problem is disconnected metrics, where marketing looks at aspects of segments to penetrate, brand awareness, campaign metrics, and top of Lead Funnel, whereas sales focuses on accounts, sales targets, velocity through the sales cycle, and on closing deals.

If marketing is to more effectively support sales, you need to start by getting everyone on the same page regarding what success looks like. If you don’t invest the time to align on the big picture, then you shouldn’t expect to see any change when you look at lead quality and quantity.  […]

References

ELDON

Eldon manufactures electrical enclosures for automation and control applications.

QUINTUS TECHNOLOGIES

Quintus Technologies provides high pressure manufacturing systems for sheet metal forming and densifi cation of advanced industrial components.

ALIMAK HEK

Alimak Hek is a global manufacturer of rack and pinion elevators and work platforms.

References

ELDON

Eldon manufactures electrical enclosures for automation and control applications.

QUINTUS TECHNOLOGIES

Quintus Technologies provides high pressure manufacturing systems for sheet metal forming and densifi cation of advanced industrial components.

ALIMAK HEK

Alimak Hek is a global manufacturer of rack and pinion elevators and work platforms.