jmccarthy@nehanet.com

About John McCarthy

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So far John McCarthy has created 40 blog entries.

How to Improve your Win/Loss Ratio

Number 6 on the list of improvement goals from survey of VP of Sales in the Semiconductor and Component industries is improving the win/loss ratio. Definitely, a critical goal needed for improving efficiency and productivity in these lean times. The consistent themes I gained from discussions and other research on this issue are summarized below: [...]

How to Improve your Win/Loss Ratio2021-07-04T22:48:03-08:30

The 5 Critical Steps to take Before Investing in a CRM System

There is so much focus on sales processes and selling that I thought it would be nice to take a break and look at the sales cycle from the buyer’s perspective instead. Buying a CRM system (or other BPM system) can be a confusing and often frustrating task. So many options, too many promises, and no [...]

The 5 Critical Steps to take Before Investing in a CRM System2021-06-27T23:18:08-08:30

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.2021-06-23T09:15:44-08:30

Sales Channel Management: A Necessity for Semiconductor Companies

The standard structure for semiconductor and electronic component sales channels includes direct sales, manufacturer representatives, and distribution. The external sales channel, including manufacturer representatives and distribution channels, can account for up to 90% of sales generated by a company in these industries; therefore, the importance of properly engaging these channels is undeniable. [...]

Sales Channel Management: A Necessity for Semiconductor Companies2021-04-30T09:28:50-08:30

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 Business2021-04-06T09:15:35-08:30

Forecast Accuracy – Automate with an Integrated BBB Environment to get a 30% Accuracy Improvement.

Improving forecast accuracy is a key requirement for any forecasting system, and is one of the most frustrating issues operations and executive teams face when running a business.  NEHANET Global Forecasting addresses three key areas that are required to create an accurate forecast. These areas are: Accessibility Data entry environment Availability and the ease-of-use [...]

Forecast Accuracy – Automate with an Integrated BBB Environment to get a 30% Accuracy Improvement.2021-03-23T07:49:04-08:30

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 ROI2021-03-12T08:46:22-08:30

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 Opportunities2021-02-23T21:55:53-08:30

Capture Win/Loss Information – Use it to Drive Change

It probably goes without saying, if you follow my blog, that I am a big proponent of tracking this type of information in a CRM system. Loss data makes it much easier to aggregate and develop useful actions to improve the sales results. It is also important to accounts, opportunities, success in market segments, and particular customer [...]

Capture Win/Loss Information – Use it to Drive Change2021-02-08T09:03:37-08:30

Build a Better Model to Predict Revenue from the Opportunity Pipeline

The third destination on the list of my VP of Sales survey is creating a better model at predicting revenue from the current opportunity pipeline. Based on my discussions nearly all companies I spoke with are using some type of weighted forecasts to predict the value of future revenue that will be generated from their [...]

Build a Better Model to Predict Revenue from the Opportunity Pipeline2021-02-01T07:49:16-08:30