We're pleased to announce that I will be hosting a workshop entitled Tough Times Demand Smarter Sales Strategies at this year's MIT Sloan Sales Conference which is to be held on April 17th, 2009 in Cambridge, MA.
Keeping your business afloat in tough times requires disciplined sales strategies to prevent being overwhelmed.
Most companies have areas of weakness in their sales and marketing processes. When times are good, no one wants to upset the applecart so there’s less incentive to be introspective.
Tough times present a good opportunity to examine areas within your company most likely to benefit from introspective examination. In the current environment, where fewer dollars are chasing fewer prospects in smaller and shrinking marketplaces, some questions virtually ask themselves.
In this session we’ll explore:
• Whether the sales organization is coping with the downturn.
• Whether the sales opportunity pipeline is filled with genuine sales ready opportunities.
• Whether there is a solution to decreasing New Customer Acquisition (NCA) closing rates.
• Whether the marketing teams are fully aligned to sales’ needs.
• Whether marketing and sales are ROI accountable.
• Whether there are leaks in the sales opportunity pipelines and, if so, how you can minimize their impact.
We’ll also take a hard look at marketing activity, lead generation, lead qualification and lead nurturing and how they can have a marked impact on maximizing sales productivity.
To register click here.