Effectively Identify New Market Opportunities

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

Key Metrics to Optimize Inventory Management

When you are managing a complex electronics components business you need to hold inventory to offset the manufacturing lead time that it takes to supply products. For semiconductor products that manufacturing cycle time can be 12-15 weeks -- so holding enough inventory to be able to supply customers is critical. The trick is to [...]

Key Metrics to Optimize Inventory Management2021-02-15T07:30:04-08:30

Channel Data Automation To Get Channel Insights You Can Depend On.

One of the most frustrating aspects of working with Distributors as an essential part of your sales team is the difficulty of getting real-time insight into what they are doing and what results in you should expect from their efforts. Distributors tend to be a bit like black boxes in the overall sales process. [...]

Channel Data Automation To Get Channel Insights You Can Depend On.2021-02-19T09:27:46-08:30

Fixing the Process of Capturing Sales is the Way to get Results – CRM is the Solution

Improving customer relationships is a secondary benefit of implementing a CRM and not the main goal. The main goal should be business process management. Not having this as a goal leads to a majority of CRM implementation failures. Let’s take a closer look at the BPM aspect now. Consider the number of people and the number of [...]

Fixing the Process of Capturing Sales is the Way to get Results – CRM is the Solution2021-02-10T21:15:06-08:30

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

Key Lessons Learned By Organizations That Have Implemented An Effective ABE Program.

When reviewing the progress made by companies implementing Account-Based Engagement programs in large and small companies we find that most made significant progress in building an interconnected strategy and execution culture across Marketing, Sales and Service teams in their companies. They could deliver measurable improvements in the customer experiences as described in surveys conducted [...]

Key Lessons Learned By Organizations That Have Implemented An Effective ABE Program.2021-02-04T07:34:05-08:30

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

Roles and Responsibilities In An Effective ABE Program.

Making the change to Account-Based Engagement requires significant changes to the roles and responsibilities of marketing, sales, services, and management. Orchestrating this change is Leaping a well-functioning Account-Based Engagement, culture is challenging but essential if you are serious about changing the way you go to market. Sales, marketing, and services must be working together [...]

Roles and Responsibilities In An Effective ABE Program.2021-01-26T22:24:50-08:30

The 3 Critical Steps to Improving Forecast Accuracy

Improving forecast accuracy was the number one issue identified in my VP of sales survey.  While there are many other aspects of forecasting that are equally as critical, we will focus simply on the accuracy aspect here. Done right, there is no reason that forecast accuracy can’t be  improved by at least 30%.  Let me show you [...]

The 3 Critical Steps to Improving Forecast Accuracy2021-01-25T09:31:51-08:30

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