Naro Notables

Posts Tagged ‘Change Management’

Two Key Elements to Successful Sales and Marketing Transformation

If you want to read  a great success story about a high-profile sales and marketing transformation effort, check out this article about  Sungard in the publication Selling Power. There are two key elements of this story I find consistent with other successful sales transformation efforts. The first is that there is an “advocate”, someone who is vested heavily in the outcome of the project, and secondly, the company is leveraging change management practices.

The executives at Sungard realize they have to change in order to grow market share. The initial self assessment is very hard, especially when you are a $1 billion plus company. For advocates, it’s also clear that the more work you do up front regarding change management the easier it is to get support and funding for a project. If you are ready to get started on your own self assessment, visit the Naro Group Knowledge Center and read the article entitled, “Self Assessment for Driving Revenue Growth.” Or if you are ready to create your own sales and marketing transformation, check out these consultation options I offer for driving optimal sales performance.

 

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Get a Jump on 2013 Sales Planning

December is a bear. Not only is everyone immersed in the holidays, but as a sales or marketing executive, you and your team are driving yearend revenue.

And of course, there is next year’s sales strategy to plan, and a kick off meeting to organize.

By this time of year, you probably have a long list of organizational and process changes that you think will increase the effectiveness of your sales team – and drive more revenue. You know what worked well this year and what didn’t.

Some sales executives think that the kick off meeting is the perfect place to introduce change. But did that work last year?

There’s a Better Way

Man jumping over the year 2013.

For 2013, why not launch a continuous improvement strategy that initiates at your sales meeting, but goes on throughout the year in a very delineated, effective way?

Your first step in this plan is give me a call. I’m offering a two-hour consultation – at no charge – on how to effectively introduce change into your 2013 sales plan. With a comprehensive exchange of ideas, you and I will review your sales plan, analyze changes in your buyers’ behaviors, and discuss how to expand the role of marketing. I will also introduce opportunities for closing sales faster, and discuss how to manage change throughout 2013 in a way that is most effective.

Here’s what your hands-on, one-on-one consultation for will cover:

  • A Sales Plan Review: What strategies, tactics, and activities will you need in 2013 to succeed?
  • Changes in Buyer Behavior: What changes are needed to provide the best buying experience for your prospects?
  • Sales Stages: What activities are needed to keep moving opportunities to closure?
  • Marketing & Sales Connect: What qualifying criteria constitutes a sales lead? Sales Management: How can you motivate your team to execute the plan?
  • Change Management: What critical improvements are necessary for a successful execution of your sales plan?

This is normally a service that I would charge $1,250 for, but it’s yours free if you sign up by December 31, and schedule your meeting before March 29, 2013.

The Reserve Your Time button takes you to an easy scheduling service – you can see the times I’m available and can pick the one most convenient for you.

I want you to have a successful 2013, so let’s start it off right. Call me today and schedule your consultation. It may just be one of your best investments for 2013!

reserve your time button

 

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Here’s a Workshop You Won’t Want to Miss!

Join me and other senior sales, marketing, and operational executives on September 11 in Lexington, MA for a half-day workshop that promises to help you find ways to improve revenue performance.

Sponsored by Sales & Marketing Executives International (SMEI), this workshop will help you recognize what is keeping your sales organization from driving an ideal level of performance. You will uncover where the performance gaps are that deter revenue generation at the organizational level and be equipped with tools to close the gaps by the time the workshop ends.

During the workshop, I will share with you a sales and marketing transformation framework and a self-assessment process that will help you:

  • Establish what business results you want to drive
  • Identify sales and marketing objectives needed to achieve results
  • Determine which metric-driven activities will help you meet objectives
  • Assess sales readiness and enablement capabilities
  • Understand the value of potential initiatives
  • Review change management fundamentals

Since space is limited for this workshop, I recommend that you reserve your seat today.

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Ready to Drive More Revenue?

The Naro Group's free Sales Performance Assessment uncovers revenue-blocking obstacles within your sales organization. Using the core capabilities of high-performing sales organizations as a baseline, the assessment will discover where your organization's proficiency falls short in these areas of sales effectiveness:

Sales Readiness

How quickly and efficiently are your sales people moving qualified pipeline opportunities to closure? Do your existing sales methodologies and processes fully support your sales team? Do your sales people have the skills, pipeline models, forecasting capabilities, opportunity management, and planning tools that they need to succeed? Are they engaging in the right activities throughout the sales cycle?

Sales Enablement

Do your sales people have all the intelligence they need about your products, markets, and the competition? Do they have access to the right knowledge-based support tools? Is each member of your sales team fully prepared to sell your specific offerings? Can your sales people have conversations that engage buyers and lead them into sales cycles?

Learn what gaps might be hindering your sales organization.

Schedule your free Sales Performance Assessment now. Call The Naro Group at 603.881.7712 or email us today.