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Personal One to One Seminar Overview

Companies resolve  business issues by simply researching internet. This research influences their decision making. A question we need to ask ourselves is: How   effective is our company in getting involved in their internet based research?

This web seminar covers in detail the steps of the modern decision making process. Below provides you with a simple overview on the decision making phases a customer goes through. Specifically how this impacts the traditional sales pipeline or 'funnel':

In this private consultation you will get the answers to questions such as:

• "How can we get our inside sales and marketing depts. engaged with potential customers as they browse the internet?"

• "How should we promote our offerings to these decision makers when they land on our web site?"

• "What should we do to restructure sales & marketing so we align better to the new customer decision making?"

• "What do we need to do to ensure we maximize the chances of winning the opportunities we have and ensure we gain referral and renewal business?"

It is clear from the latest research, more than ever before, a company's marketing and inside sales departments' directly influences whether B2B field sales teams are successful or not.

Sales departments that traditionally relied on field sales teams' prospecting to generate their own leads, have seen this become increasingly difficult. In fact some say "it's almost impossible" without dedicated telephone prospecting staff. The following link offers further insight via an interactive tool on how to align your sales cycle to your customers' buying cycles.

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Research Statistics

You will learn about what credible data sales + marketing research companies have found. In addition, you will discover what the authorities on the new world of marketing and sales have to say.

We have analysed the consistency across the market research companies and opinions expressed by each of the authorities. In order to save you the time in experimenting, we have tested their various recommendations against real in-house experiences.

The results of this consistency assessment and real in-house testing will be included in the seminar. Here are some examples of the type of research we have integrated.  

• 4213 Marketing Profs. (Marketing Sherpa Survey Sep'07)Web Inquiry conversion rates often double just by adapting sign up pages to be more customized to what potential customer's are looking for in their searches.

• 589 B2B companies (Aberdeen Group Survey, Sep '07) Sixty-eight percent (68%) of top performing companies saw over 25% improvement in their lead to sales conversion rate after implementing a lead management solution

- Brian J. Carroll author "Lead Generation for the Complex Sale"  http://www.blog.startwithalead.com

- David Meerman Scott author "The New Rules of Marketing & PR" http://www.webinknow.com

- Michael J. Webb author "Sales and Marketing the Six Sigma Way" http://www.salesperformance.com

- Jill Konrath author "Selling to Big Companies" http://www.sellingtobigcompanies.com/