- Fixed pay:
- Variable pay (paid monthly, quarterly or annually)
- Training budget
With the global economy showing signs of recovery, most of the organizations are looking at revenue growth. Most of the large organizations (like SAP, Uniliver,etc) are looking at achieving double digit revenue growth for 2010.
The questions to ask are :-
One of the most common ways to generate leads for B2B scenarios is Email campaigns. Are these effective ?
I have done email campaigns as well and my experience with them has been mixed. There were a few campaigns that generated a lot of responses and some which were real duds without even a single response. This made me analyze both the campaigns to understand the difference and the cause for such in-consistent results. The crux of the analysis is as below:
This suggests that Email campaigns are best suited for promoting new products/services to existing customer base rather than new prospects.
The importance of right packaging and branding can never be under-estimated. A product/service when packaged (including the branding) well, can be a big differentiator by itself.
One can create an instant connect with prospective customers with the branding and packaging.
One such example is being illustrated by Seth Godin in his blog “Telling a story on the label“
Whenever there is a decline in sales, what is our first reaction – we try to figure out what is wrong with the market or the sales team or the product/service being sold. We try to come up with new campaigns, discounts schemes or offers.
The thought that there might be a flaw in the process almost never occurs to us.
And this is exactly what provides us an interesting opportunity to explore. How much improvement in sales can we get by improving the selling process ? Can process efficiency drive sales numbers ?
These are questions that are worth exploring for all of us who manage sales.