About us2020-04-02T23:30:09+02:00

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. These are 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.

Current Projects

Intemarco is currently involved in three exciting projects. One is for Eldon and nVent, involving management of the communications program ‘Eldon is becoming nVent HOFFMAN’ through Eldon’s sales teams, trade press and social channels throughout Europe. Another is handling of the global launch communication for a new metal recycling system for Scanacon, and the third one is positioning of the electrical distribution system provider Harju Elekter in Sweden. Harju Elekter is headquartered in Tallin, Estonia and is a very interesting player on the electrical distribution equipment scene in Sweden.

References

Our assignments typically encompass further development of marketing and sales organizations. Plus, project management of larger branding and communications programs, often in conjunction with changes or acquisitions.

Intemarco’s Peter Tomczak has worked on assignments from:

ABB Group, ABB Cables, ABB Control, ABB Distribution, ABB Financial Services, ABB Kraft, ABB Motors, ABB Network Partner, ABB Oil & Gas, ABB Relays, ABB Robotics, ABB Service, Alimak Hek, Eldon, Ericsson, Grässlin, Gunnebo Industries, Harju Elekter, Inducore, Kanthal, KMT, nVent HOFFMAN, PLS Truck Bodies, Scanacon, Seco Tools, SKF, Sunds Defibrator, and Quintus Technologies.

References

Our assignments typically encompass further development of Marketing and Sales organizations. Plus, project management of larger branding and communications programs, often in conjunction with changes or acquisitions.

Intemarco’s Peter Tomczak has worked on assignments from:

ABB Group, ABB Cables, ABB Control, ABB Distribution, ABB Financial Services, ABB Kraft, ABB Motors, ABB Network Partner, ABB Oil & Gas, ABB Relays, ABB Robotics, ABB Service, Alimak Hek, Eldon, Ericsson, Grässlin, Gunnebo Industries, Inducore, Kanthal, KMT, nVent HOFFMAN, PLS Truck Bodies, Scanacon, Seco Tools, SKF, Sunds Defibrator, and Quintus Technologies.