Reduce the cost of sales with sales information portal

By Seamus
Focus area Technology; Process; People
Functional area Sales Content Management;
Position statement A sales information portal can reduce the cost of sales.

A major benefit for undertaking an account, content and sales information portal (SIP) initiative is to reduce the cost of sales.  Sales investments should always contribute directly to key corporate sales goals and tied to measurable outcomes.  Here a few items to help justify an account, content and SIP project:

  • Establish metrics on the number of meetings per marketing initiative, and did it lead to securing a meeting with the right level within the target company?
  • After an initial meeting, measure how many salespeople understand and can articulate your prospects business issue. Identify now if subject matter experts are required and  inventory what knowledge is required and create, modify and archive.
  • Create a vision for the client and establish a procedure to articulate it to prospects.  Client’s and prospects will need to  understand how your product or service will solve their particular business... More
Summary Selling is a cross functional activity, this initiative will lead to better coordinated resources across SG&A and equip client-facing employees with a process and the necessary tools to meet your sales goals and reduce sales costs.
Ball Point Pen
  • Marketing Alignment Survey Results are automatically displayed.
  • Assessment to measure sales and marketing alignment Sales and marketing organizations have different goals, which can make it difficult to make sure they are in alignment. This situation assessment can measure the alignment of sales and marketing and help you determine how you can improve the success of your marketing and sales programs.
  • Client facing content assessment B2B content marketing provides your prospects with valuable information and positions your company as a thought leader in the industry. Content marketing differentiates your solution without directly selling features and functions. How does your client facing content stack up?
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