Improving Sales and Marketing Performance
There are three ways in which we can help you meet and beat your sales targets:
- Helping you identify the levers to pull to drive up sales
- Building powerful relationships at Board and CxO level
- Enabling you to see yourself and your competitors through the eyes of the buyer
1. Identifying the levers
The Sales and Marketing machine is complex. Each of its components links to others. The failure of a single element can bring down the whole.
Many organisations work on tactical quick-fixes to get the level of sales where they want them. They focus on the parts of the machine they have best sight of which may well not be those that really need the investment of time and money.
So how can you make sure you are fixing the right problems - so you do get the increase in sales you want?
The answer is to conduct a rapid but thorough review of all elements of the Sales and Marketing machine. Effectively a health check which can diagnose where the real problems lie.
Deploying the Enstra e-based Sales and Marketing Audit will enable you to rapidly find out where your priorities should lie and create the shared vision of what needs to be done across the sales, marketing and delivery teams.
2. Building CxO relationships
If you are selling solutions which have significant impact on the organisation buying them then you can only succeed if you can establish strong and credible relationships with members of the senior management team of your customer.
Youd-Andrews, one of our strategic partners, have been running training/experience programmes for over 10 years during which organisations can let their sales teams try out and develop their relationship building skills on CxO level people. By having the ability to test out their approaches and get honest feedback in a "development" rather than a "production" environment enables delegates to un-learn bad-habits and put in place the right behaviours to secure the relationships that are essential for success.
Enstra and Youd-Andrews have together created a program specifically focused on the Smart-Metering opportunity facing IT, Communications and Metering infrastrucuture providers across the globe.
To find out more about how we can help you get your sales and marketing machine operating as effectively as possible please contact Peter Franklin on 020 8780 3313 or email peter.franklin@enstra.com