How does a large global high tech company continue growth and revenues in tough times?
Recently Shelly Sachs (eti’s VP Business Development) and I hosted a workshop at a recent MIT Sloan School of Business Sales conference. Our contribution was titled “Tough Times Demand Smarter Sales Strategies”.
Bill McDermott, President, Global Field Operations of SAP gave the keynote address. It was outstanding. His presentation focused on the complex problems and challenges facing a large global company in today’s difficult business climate.
McDermott did not mince his words. He had in fact come face to face with the serious need to maintain and grow sales during these difficult times. His solution was as simple as it was dramatic:
“Double the number of new sales opportunities being driven to the field sales force!”
He made it clear of course that he was talking about qualified and sales-ready opportunities. Not simply doubling the number of raw inquiries because that’s just the starting point of the qualifying process. Such inquiries still require to be carefully qualified.
Clearly one can’t double the number of sales-ready opportunities by cutting sales and marketing budgets. The only way to increase the number of qualified leads is to increase your lead generation investments. Nor can one handle an increased flow of raw leads by cutting the sales force – in fact you may be compelled to hire additional resources.
Well then, here’s a merit worthy offer from eti. Give Shelly Sachs our VP Business Development a call to discuss how your company could double the number of sales-ready leads in your sales opportunity pipelines.
Shelley’s extensive experience in this highly specialized field makes him an ideal sounding board for developing your lead generation strategies moving forward. He can be reached at at 914.747.3030 Ext.3450.