Total Marketing Solutions

Whilst we have been busy putting together our new range of sales and sales management services, we’ve been mindful of the much reported fact that in business to business selling, most companies experience a win ratio of just one in four - that is one opportunity coming to fruition, the other three resulting in failure. That’s 75% of the sales budget wasted. So how can companies reduce this waste level?
Depending on the complexity of your industry, the whole process of writing competitive bids or tenders can be extremely time-consuming. It might seem obvious, but many companies still clutch at straws, submitting tenders they are unable to fully satisfy. In such a competitive landscape, this is a fruitless exercise. What’s more, by trying to process a larger number of opportunities, the more quality can and will suffer. To avoid this vicious circle, companies can take the time to focus on the business that they know they can win, will in turn will help them focus on what’s achievable.
There will still of course be a percentage of failures, but it is important learn from these as well as basking in the glory of the successes. Losing on price is probably the most common issue if all the tender requirements have initially been met. What this in fact means is that a company has failed to correctly understand or sufficiently influence their customers’ requirements and associated budget. It could also mean that the unique business value of their solution just wasn’t communicated strongly enough. Our experience in sales and sales management can really help companies of all sizes address the issue of wasted sales effort to become more targtetted and ultimately more successful. To find out more about how we can help you call TMS on 0845 201 1618.

Following on from our earlier post, I recently spoke at national accountancy conference on the subject of marketing-led CRM and its’ role in professional services businesses. Whilst only a small number of those present did already have a CRM system up and running, a much larger number were aware of the importance of implementing a suitable system for their company in the near future. But what exactly is the relationship between a CRM system and marketing, and why does it matter?

It’s fair to say that both Marketing and CRM remain misunderstood by many companies, regardless of size and business sector. In its simplest terms marketing is all about your customers - getting to know then, segmenting and then targetting them, whilst matching your proposition to their needs. Companies obviously then need to communicate effectively with their customers, ensuring their expectations are met - if not exceed. All this of course needs to be measured along the way to ensure the right strategic direction is taken or tweaked as appropriate.

The level of knowledge required by businesses to be able to compete effectively across the many platforms available today now requires this level of understanding not as the exception but as the rule. Unfortunately, many companies who have purchased a CRM system have regarded this a just a “software” purchase, but a CRM system is not just an external programme to be bolted-on to your business. It can and should permeate every facet or your business, enabling you to get closer to your existing and potential customers, to more effectively manage your existing customers and to maximise each opportunity represented by your customers.

A truly effective, marketing-led CRM system will help you grow your brand and your business effectively and profitably in a more targetted and measured way. Whilst it’s not easy to do well, it’s certainly worth investing in a good CRM system to enable your business to compete more effectively.