Virtually every business relies on sales to achieve its success. With a solid plan and team to execute that strategy, any organization can increase its revenue, cash flow, and profitability and create valued relationships that drive additional opportunities. Effective sales processes make that all possible.
In 2022, efficiency in those areas is more important than ever. As the costs associated with lead generation and client acquisition increase exponentially, sales must drive more revenue from each opportunity and close progressively larger and more profitable deals to pay for the rising cost of doing business. Inflation and other financial factors are pressuring everyone’s bottom line, and the only true solution is to do everything possible to grow income and trim costs without compromising quality. Expanding the “wallet share” of each client must be a priority. The more of a company’s goods and services that a customer uses, the greater the ROI per lead and the higher the potential for retaining that business. One best practice for creating client “stickiness” is to support more of that company’s services and critical IT infrastructure.
The first step is to attract and secure new customers. Demand generation and sales processes can require a substantial amount of time, hand-holding, and patience. Communications are often the most difficult part, especially when dealing with new companies and decision-makers on intricate or complicated projects with many moving parts. Getting up-to-the-minute prices and determining product availability can be an excruciating process for the sales team, suppliers, and prospective customers. Keeping on top of all that information to ensure a timely and successful deal and delivery...
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