eti can help you beat the looming sales crisis

Talk is that a recession has been creeping up on us - if it's not here already. Even if we avoid one a tougher economic climate is surely on the way - and several important questions need serious consideration:

How full is your sales opportunity pipeline with "sales ready" opportunities?
How will decreasing New Customer Acquisition closing rates affect your business?
Are your marketing teams being held accountable with what your sales force needs? How effective is the return on all your marketing investments (ROMI)?

Most businesses in a downturn expect sales from existing accounts to decrease compared with the prior year. This means the situation will worsen unless you bring in new sources of revenue.

New Customer Acquisition Strategy

That virtually leaves New Customer Acquisition (NCA) as the only practical way of making up or surpassing a sales shortfall. NCA is the only practical choice even if it costs more to achieve, because new customers not only shore up immediate sales, they have long term value. Many will have lifetime value. That's an asset of uncountable value, one worth fighting for.

The sooner you shore up your defenses the better. If you do not already have a plan, here are some immediate steps you might take to avoid the looming problem of reduced sales.

Push eti's "start" button immediately. eti has a lead generation program that has been honed over the past 20 years. We are an experienced reliable 20 year resource. We know exactly what to do and how it must be done. For sales ready qualified leads, eti is the winning way to go.
Once your program is in place (tested and producing a positive ROI), build in a declining sales closing ratio (especially if you are already experiencing a decline in sales). For example, say you normally close an average of 20% of the qualified leads in your sales pipeline, then consider projecting closing ratios falling to a more realistic number accordingly. Note: The eti pipeline development program can actually be expected to significantly help increase sales closing ratios compared with your current activities. If you engage us for the long term increased sales productivity will be substantial.
Tough times usually separate the boys from the men. Weaker salespersons (i.e. order takers) usually. fail. Only genuine salespersons (natural or professional) – who enjoy the challenge of selling and winning - succeed.
Is your marketing department wasting precious dollars (see our earlier blog "when is marketing accountable") on ineffective, non sales producing activities? This is not the time for spending scarce budgets on pretty pictures or cute brand advertising.
It's the time for accountable, effective sales building demand generation promotions to ensure you stay in the game and grow. Time to use promotional dollars more effectively, more productively. Time to hold marketing accountable for their spending and we'll help you do just that.
Lead nurturing and lead revitalization efforts can be crucial to your company's continued success. Too many companies neglect these activities in good times. Big mistake. More so in difficult times. Develop an enhanced Customer Retention program to limit churn and revenue loss from existing accounts. Execute in a disciplined and organized way.
It's time to cut your losses and go with the best. The best sales people. The best target markets. The best lead producing business development agency. (The biggest is almost never the best!)

Eti Sales Lead Generation Service

eti Sales Support specializes in superior high end B2B focused lead generation, lead qualification, lead nurturing, customer retention and account management services. We've been through past slowdowns and have the experience of winning new customers and retaining clients' existing customers – even in bad times.

Beat the impending recession: Don't wait until the phone stops ringing. To discuss how eti can help your company maximize sales productivity in tough times -

Call Shelly Sachs now, Vice President at 1-800-466-4384 (extension 3450)