Geonexus | Improve your Sales Productivity

Every company loses at least some customers each year. You have to find new customers to make up for the ones you lose. And if you want to grow, you have to find even more.
After you have identified a specific market and learned how to tell your story, the next marketing obstacle you face is to generate enough leads that can turn into new customers....

When we talk to potential customers we tend to make the conversation all about us. We talk about our company, our products, and our processes. We fail to see that the goal of a conversation with a customer is to make it all about the customer—their company...

Dr. Lisa Lang has focused her career on applying the Theory of Constraints to marketing. She occasionally gives a seminar on the topic of the five biggest mistakes that people make in marketing. You can find a video of the seminar here and here.
Lang explains that “marketing is connecting with your target market and showing them you have the product or service that solves their problem or delivers better outcomes, explaining it to them where they can be found and helping them to buy it.”...

Recently Justin Roff-Marsh explained in an email some of the concrete outcomes that companies experience when they implement sales process engineering (SPE). Too often we get lost in the theory and the system; we lose sight of tangible results we want...