At Ibex Marketing we consider “burning” prospects to be an inexcusable marketing sin. This is why we spend time with a new client to understand their business & their product or service offering. We want to understand who they need to talk to in a target business & what the key questions are to find out if there is value in the prospect & our client sitting down to talk business. Effectively our clients hand over their precious brand & reputation for us to filter their sales “suspects” & find their sales “prospects”. That’s serious stuff!! That’s why we put a lot of effort into who we will call & what we will say.
Like you, I know that I need to keep learning from professionals in my industry to be able to continuously maintain & improve the value Ibex Marketing delivers to its clients. I recently joined a group of Business Owners & Sales Managers at Sales Star (www.salesstar.com) & had the pleasure of meeting Michael Taplin (www.bizlearn.biz). Michael gave us immense value in explaining & demonstrating his Sales Key Performance Indicators (KPI) modelling. Michael & I got talking on Skype last week about the lead generation part of the Sales Process. He kindly wrote the attached PDF to clarify his perspective on why it was so expensive to keep using bad prospecting. As always Michael has put hard data & analysis around a hunch lots of us carry around with us.
I don’t like being “burnt” by a sales person that hasn’t done their homework on me to figure out if their offering is likely to be relevant – I’m sure that you’re the same. But if we don’t get clarity on how much it costs us to miss this vital preparation we can get busy or lazy & not bother.
If you want to discuss training on all aspects of the Sales Process call Paul O’Donohue at Sales Star on 095240999.
If you want to discuss the value to your sales team of having a reliable partner in Lead & Appointment generation call Murray Beer at Sales Star on 079749217.
Please feel free to download & share the PDF.
If you haven’t yet met Michael I recommend that you make contact via his website. He has spent 25 years as an independent consultant, owning and running successful businesses that trained thousands of people in large organisations. 12 years ago he left the Australian corporate scene & moved to rural New Zealand. He has used this change of lifestyle to get close to the small business culture in New Zealand working as a volunteer business mentor through Business Mentor NZ. Michael was also a contract lecturer for Massey University for 12 years & was appointed a Teaching Fellow of the Graduate School of Business, teaching topics in both the MBA and Public Sector Management programs.
