The Sales Cycle & the Problem We Solve.
Understanding your Sales Cycle is critical yet complex. When you boil down the sales process, it's fairly simple. The trick is in identifying all the components, simplifying your message, reaching your targets, with a concise value proposition, then identifying and eventually nurturing your business opportunities. But you know all this.
Additionally, identifying the leads that are NOT good opportunities is equally important so that you don't spend time, money and resources chasing dreams.
Once you have your target market, your services and some basic collaterals, our goal at MarComBoss is supplement your team so that you can implement efficient programs that reach your target personas, have positive impact, and help you separate the good from the bad with visibility and management tools that enable you to operate with intelligence and purpose.
In "The Old Days", like a few years ago, emerging businesses used to budget for a swat team of sales people, throw them in the market place and have them "go sell". We at MarComBoss believe the sales people on the front lines have the hardest and most important job in the company! That is why we have developed programs to support them and make their jobs easier. The result: your company more efficiently earns revenues.
Think about the cost of sales in "the old days" - it goes something like this:
- Management ponders business plans that eventually address hiring sales heads.
- BTW, The fate of the business was just concluded by those aggressive assumptions the finance guy argued over the sales leader.
- After this appropriate and extensive negotiation, a Sales manager is charged with hiring the sales people.
- Sometimes they use sales recruiters, sometimes they hire them on their own. This is another area that is often over-looked and under estimate. Corners are cut... You won't know the effectiveness until months and quarters go by.
- I am going to leave out new sales person on-boarding, training, and all the aspects of getting a sales team up and running at this time. Point: there are many aspects of hiring, on-boarding, training, etc. They are almost all critical. They rarely are executed well. And you rarely know if it was all done well in about 6 to 9 months.
- Think of the cost associated with that!! 6-9 months of opportunity cost. Either it was a home run, sales are rolling in and everyone is drinking the good stuff, OR its tragic. You have wasted time, money and some competitors have gotten a leg up on you during this trial and error period. Also, you haven't been focused on bettering the product and delivering more customer value because you are working on sales - which is the single hardest and most important role in the company and you hired people to do this!
Ok. Let's not operate like we are in "The Old Days" because 2015 is long gone.
You need ideas, experience, technology, agility, and a plan. You need to know within days of going to market with a message whether it is working or not. If not, pivot. If it is working, capture those opportunities and nurture them. Move them down the sales funnel. Faster and more effectively.
See, we can not wait 3, 6, or 9 months to know if the message the sales people are taking to market is working. We can't wait for the "new" sales forecasting methodology is accurate. We need to see the opportunities shaping up in the Sales Funnel daily, and we need to FOCUS on them and apply all messaging and incremental tactics to accelerate the sales cycle.
MarComBoss was created to help identify the target market and personas, help push collaterals and assets to that targeted group of suspects/prospects, monitor how your message is working and what effect it is having, and provide this information to those that need to know and are ultimately accountable.
Why roll the dice and do it "The Old Way" when you can simply make the determination in month or two. And if you already have an effective sales team in place, why not supplement their prospect lists with warm opportunities that you KNOW (because you have seen it for yourself with visibility tools) the opportunities have been messaged appropriately, touched multiple times, and just need a closer to come in and carry the ball across the goal line!?
This is why MarComBoss exists. This is what we do.
