The past year has proved challenging for
some sales and marketing organisations, but others have seized the
opportunity to rethink their plans, out-execute their competitors and
win market share. Our own observations, backed up by the latest
research from the likes of McKinsey, Stanford, the HBR, CSO Insights and others, have identified 5 strategies that seem to be particularly relevant as we enter 2010.
These
strategies are already enabling top-performing teams to eliminate
wasted effort, increase revenue predictability, and improve the return
on their sales and marketing investments. We’re pleased to share them
with you here, in the hope they might prove relevant to your own
situation:
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IDENTIFY Your Most Valuable ProspectsThe |
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ADDRESS Their Most Important IssuesOnce you have identified |
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FACILITATE Your Prospects’ Buying ProcessThe top performers |
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INSIST On Evidence-Based Pipeline ManagementThis past year, fewer than 50% of forecasted |
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MOTIVATE and Reward Appropriate BehaviourThe |
How do these strategies align with your own priorities for 2010? We’d love to hear from you. By the way, we’ve captured some of the key implications in a 15-point checklist which you can download here.
Let me know how you get along…
