jmccarthy@nehanet.com

About John McCarthy

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So far John McCarthy has created 40 blog entries.

Why Your Opportunity Management Isn’t Effective

If you have an opportunity tracking system, one of the things you need to do is to get salespeople to input opportunities so you can track what is going and build some kind of outlook about what to expect in the future as a result of all the sales activity taking place. [...]

Why Your Opportunity Management Isn’t Effective2021-01-21T08:11:50-08:30

Consistency is Key: Implement a Global Pricing and Quoting System

The semiconductor and electronic components industries have unique pricing requirements, driven by volume pricing, quoting through multiple sales channels, supporting multiple locations and buying organizations (customer, contract manufacturer, partner, etc.). To implement a global pricing and quoting program requires a tremendous amount of coordination, historical tracking, currency conversion, real-time price book management, and flexibility. In [...]

Consistency is Key: Implement a Global Pricing and Quoting System2021-01-18T08:40:42-08:30

Are You Evaluating Leads Effectively?

Marketing works hard to build market awareness, make business developments and new products visible to customers, and manage the external communications programs so critical to building a successful company. One of the difficult problems the management team struggles with is making sure the leads that marketing identifies get handled efficiently and turned [...]

Are You Evaluating Leads Effectively?2021-01-13T10:03:43-08:30

Forecasting Done Right: Stop the Forecasting Data Monster so you can Visit Customers.

Forecasting has always been referred to as part art and part science. The art is the human factor. How well does the sales person know the customer? How well can they judge what the customer is telling them and how well can they extract fact from fiction? How well do they separate what they believe [...]

Forecasting Done Right: Stop the Forecasting Data Monster so you can Visit Customers.2021-01-11T19:59:39-08:30

How to Identify the Strengths & Weaknesses within your Sales Process

Ah, THE SALES PROCESS, my favorite subject. I was glad this made number 10 on the survey list or I may have had to change this blog theme to the top 12 or top 18 to ensure it was included. Now the challenge of keeping it short! In an earlier blog in this series, Accelerating [...]

How to Identify the Strengths & Weaknesses within your Sales Process2021-01-08T07:46:17-08:30

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog

NEHANET is integrated with many leading ERP/MRP solutions including SAP, Microsoft Dynamics, Tensoft, Consona and others. Integrating NEHANET with your ERP is usually straightforward, and adds significant value to your operations. We typically pull in the following information from your ERP: parts master, customer master, actuals (shipments), backlog (requested, committed, delinquent, unscheduled), bookings and risk [...]

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog2020-12-17T10:16:01-08:30

Steps to Increasing Sales Revenue per Resource

Number 4 on the list from my VP of Sales survey is improving sales revenue per resource. Reducing resources, unfortunately used too often these days, was eliminated from my thought process as the intent of the VPs was clearly to grow sales and make resources more effective. Based on my discussions, research and personal [...]

Steps to Increasing Sales Revenue per Resource2020-11-30T08:51:32-08:30

A Key for Customer Relationship Management is Total Communication Management

CRM “Customer Relationship Management” systems are an excellent way to help you manage sales, marketing, and services processes and information flow relating to customers, contacts and opportunities. However, one area that is consistently underserved is recognizing that most customer interactions consist largely of email-driven communications between multiple people in your organization and the customer’s organization. If your CRM [...]

A Key for Customer Relationship Management is Total Communication Management2020-11-23T08:05:40-08:30

Gain Mindshare from your Reps: Keep them Engaged; Ensure they are Rewarded

The key to having a successful sales channel is making sure external partners are engaged and rewarded for their success. Creating this environment requires great communication and an accurate way to track, record, and monitor business activities. Additionally, transparency -- allowing partners to judge what their current and future revenue streams will look like, can have a [...]

Gain Mindshare from your Reps: Keep them Engaged; Ensure they are Rewarded2020-11-16T09:26:54-08:30

Avoiding the Pitfalls of Using Generic CRMs with a CRM Built for your Business

CRMs is in today’s market are designed for general usage and for a broad range of customers.  While this is beneficial for the CRM vendor, this often leaves the customer with a solution that only partially meets their needs.  This is especially true for the semiconductor industry, which has several unique complexities associated with its [...]

Avoiding the Pitfalls of Using Generic CRMs with a CRM Built for your Business2020-11-09T07:51:50-08:30