jmccarthy@nehanet.com

About John McCarthy

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So far John McCarthy has created 40 blog entries.

Top 10 Issues Sales VPs Think Need to be Fixed

Over the past year, we have worked with or consulted with well over one hundred Sales VPs in the semiconductor and components industries. As part of our daily process, we decided to start an informal survey on what was most important to them in considering a CRM or other software solution. This information was collected either [...]

Top 10 Issues Sales VPs Think Need to be Fixed2022-01-17T08:17:46-08:30

The Signs of Chaos: Why No Decision is the Wrong Decision

In my last blog, The Hidden and not so Hidden Costs of Choosing the Wrong CRM, the cost associated with choosing the wrong CRM was highlighted. While not my intent, that discussion may cause some to consider staying with the status quo and choosing no CRM as the low-risk, no-cost answer. The cost associated [...]

The Signs of Chaos: Why No Decision is the Wrong Decision2022-01-12T09:12:15-08:30

3 Critical Components to the Sales Funnel

To manage the sales funnel you first need a process that captures the new business opportunities in an organized, concise way.  Capturing opportunities is one of the core capabilities of a good CRM system and the opportunity capture capability of your CRM can make managing the sales funnel a manageable process [...]

3 Critical Components to the Sales Funnel2022-01-06T09:15:59-08:30

New Products and Marketing Campaigns – Get Visibility to Maximize ROI

You are spending a lot of money in R&D creating new products. You should be able to see if your team is making progress turning that investment into new business. Creating real-time visibility relating to new product introductions and/or new strategic initiatives was number five on the VP of Sales list of critical destinations and [...]

New Products and Marketing Campaigns – Get Visibility to Maximize ROI2021-12-29T08:23:29-08:30

Avoid a Critical Mistake : Make Sure you Pick the Right CRM system

In my blog, CRMs are about Business Process Management, I implied that without strong internal business processes, CRM implementations are doomed to fail, leading to the 55% to 70% failure rate reported by industry experts. I’ll try to support that claim with examples of success. Due to limited space, let’s take a look at [...]

Avoid a Critical Mistake : Make Sure you Pick the Right CRM system2021-12-22T07:27:00-08:30

Accelerate Opportunities and Share Best Practices

The second item on the list of issues from my VP of Sales survey is accelerating opportunities and sharing best practices. As I mentioned in the first blog, I used my own judgment in creating categories and these two issues seemed to go well together. My evaluation of this issue led to enough good [...]

Accelerate Opportunities and Share Best Practices2021-12-20T19:57:59-08:30

Steps to Improving Customer Communications

NEHANET allows you to deliver, track, and manage sales and marketing messages to targeted audiences. You can easily create target lists to include Contacts who bought a certain product, rep firms, distributors, internal teams or web-site visitors that show interest in a particular product. You can also analyze campaign effectiveness by measuring response rates (Opens, [...]

Steps to Improving Customer Communications2021-12-15T07:37:10-08:30

The Complexities that Come with Rep Management

Reps tend to be localized in a specific region and so know the culture and business processes that get used by your potential the customers. A rep channel gives you access to new markets and geographies, and the prospects and contacts therein. In this market it makes sense to take advantage of [...]

The Complexities that Come with Rep Management2021-12-06T07:39:42-08:30

Effectively Identify New Market Opportunities

This topic, from the list of Top 10 areas of improvement from the VP of Sales study for the semiconductor and component industries, is an aggregation of a number of like responses and included identifying new opportunities within current markets and identifying new markets where current success can be duplicated. I combined them together as [...]

Effectively Identify New Market Opportunities2021-12-06T08:13:42-08:30

A Call to Semiconductor Companies: Demand More from Your CRM

Having spent over twenty-five years in the semiconductor industry, I have experienced almost every account management, opportunity tracking, contact management, and reporting option available. Starting with SAS on a VAX system, using Excel spreadsheets and Access databases, through today’s best CRMs -- one thing that is apparent, no matter how “state of art” and customizable [...]

A Call to Semiconductor Companies: Demand More from Your CRM2021-11-29T08:06:09-08:30