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"Through targeted account selling we have increased our proposal to close
ratio from one in four to one in two." says Loren Jonkey, Senior VP Marketing at
Raytheon HTMS.
The distribution and sales practice of Products
2 Market, headed by Brad Leggett, is dedicated to
helping clients increase their sales revenue by focusing on people plans and process that
makes sales productive and effective.
Are you in search of sales representation to get
your product sold and distributed? Then follow this link to our sales
representation page and learn how Products 2 Market can have sales people selling your
product almost immediately. Or contact us
via email requesting sales representation.
Our consulting programs
are highly focused and concentrate on selling products effectively.
- Target account selling makes the account manager a
strategist and more effective. He/she determines account qualification, strategy,
planning, political awareness, alignment, competitive counters, and a sales plan that
leads to effective implementation and better propose to close ratios.
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- Structuring the sales force
Determining the optimal allocation of sales
resources. We review industry vs. geographical deployment Vs account deployment. What is
the mix between a direct sales force and indirect channels of distribution?
- Identifying and establishing channels of
distribution.
The correct mix of distribution can often product
greater results through synergy. For example at one customer we complemented a branch
office direct sales force with an independent dealer organization on a non competitive
city by city basis. The marketing material developed for the branches was also valuable to
the dealer organization. This made dealer recruiting and effectiveness very productive.
- Establishing Strategic Marketing Alliances.
Independent organizations brought together as an
alliance benefit from joint marketing, sales calls and product development. This is
sometimes an answer to productivity through shared resources and without the heavy expense
of duplicate costs.
If you rig your company's incentive plans
correctly from the start, then sales people and managers will be able to self manage
because the incentive plan directs their activities. A well crafted incentive plan directs
the sales efforts properly, a poorly crafted plan may create big rewards for the sales
person but leave the company with low revenue or poor profit. We design well crafted plans
that implement the business strategy and product portfolio plans described in the strategy and product marketing
consulting practice sections.
- International marketing and sales
When is a company ready to launch an
international sales campaign? Is there a clear return on the incremental expense of
international marketing. Our consultants have marketed products in all regions of the
world and can lead teams that determine on a region by region basis the best cost
effective places to expand. We are familiar with local customs and have insights in the
best potential distribution arrangements.
Contact us via email or phone and describe
where you want to be in product revenue and sales. We will be happy to discuss
opportunities and solutions over the phone or in person.
Need sales representation now?
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Distribution