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Services
Sales Leakage Consulting's. mission is to seek out Sales
Leakage in Business to Business Corporations. The
company offers four basic
services:
Sales Leakage Analysis: Because Missing Quota Affects
Everyone
Most
companies experience some Sales Leakage from time to
time. It becomes a serious problem if left unchecked,
eventually stunting the growth and sapping the momentum
of the company.
Sales Leakage, really sales and marketing leakage,
includes the many “leaks” which hurt sales productivity,
reduce marketing effectiveness and waste the two most
valuable resources a company has: time and money. When
sales don’t match forecast, the consequences are often
severe. Friction builds within the organization as the
sales department blames everything and everyone
including marketing. The Marketing group struggles,
spending more money with less oversight and seldom
proving the ROI on the marketing money at risk. Staff
meetings become tense. Discounting and other margin
reducing options are unnecessarily common. Sales volume
may temporarily bump up at the expense of bottom line
profits.
The
struggling company that has persistent quarter to
quarter Sales Leakage usually has a high turnover in the
sales and marketing ranks, sales expenses that are out
of sync, and anemic gross and pretax profits. It is
common that marketing either spends money without
demonstrable success or they spend too little because
they can’t prove the ROI. There may also be continuous
friction between admin, sales, marketing, finance and
manufacturing.
Contact Sales Leakage Consulting
Sales
Lead Leakage Audits
Obermayer or his associates reviews the current system
of managing prospects to determine if the maximum ROI is
being realized. Using an eight page assessment document
the interviewer seeks out areas of inquiry management
leakage and makes recommendations for immediate
improvements. Includes:
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►Interviews
with salespeople, sales management, marketing
management, and key vendors. |
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►Reviewing
internal and vendor processes to find ways to
increase qualified inquiries by 200-400%. |
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►Coaches
marketing management on ways to increase sales
lead follow-up from 10-25% to 50-75%. |
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►Reviews
literature packages, sales lead forms, inbound and
outbound telemarketing scripts. |
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►Reviews
web site requests for more information to maximize
the capture of prospect profile information. |
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►Recommends
ways to narrow the portals of entry into the
company to account for all sales inquires being
created by marketing programs. |
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►Reviews
advertisements, trade show sales lead forms,
direct mail, etc. for opportunities to increase
response and capture deeper profiles of the
prospect's intention to buy. |
Contact
Sales Leakage Consulting
Creating
a Sales Lead Generation Plan in Three Days
“It
isn’t enough to do what you did last year. Competitors
change direction and using last year’s opinions in this
year’s marketplace will qualify you for also-ran
status.”
If
“making the numbers” is difficult, creating increased
demand is the answer. The number one reason for not
making quota is lack of demand: translation…no leads. A
Sales Lead Generation Plan formed in a workshop
environment takes two days. The results are tactics to
support quota attainment. ROI measurement criteria are
tied to each tactic. Because the plan has the combined
backing of both sales and marketing, it’s a plan that is
implemented. Increased demand = increased sales.
Contact Sales
Leakage Consulting
Need help
submitting Requests for Proposal to find the right software
or services vendor for your CRM, SaaS, Fulfillment services,
or telemarketing vendor?
We can help in the wording of the RFP and in the
ensuring invitations for proposals and final negotiations. Save
thousands while getting the right solution for both sales and
marketing.
Contact Sales
Leakage Consulting
Just
for contacting us you will get a copy of Jim
Obermayer's article:
Know Why Sales Are Down?
53 Questions To Help You Dig To The Bottom Of The
Sales Panic!
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News |
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April 29,
2008:
Los
Angeles, CA--James W. Obermayer announces the launch
of the Sales Leakage Consulting Blog.
Obermayer
states, " The blog gives visitors a forum to interact
regarding sales and marketing leakage issues and read
articles from noted industry experts. In the future we
will add online seminars, or webinars"
Visit the Sales Leakage Consulting Blog.
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What
People Are Saying,,, |
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“When you
start a company from ground up, sometimes you get too close to
the operation to make objective decisions on the sales staff.
My partner hired Jim to come in and assess our operation. Is
my process sound? Do I have the right people? Am I targeting
correctly? What are customers saying about our company to
others that they aren’t saying directly to us? How am I doing
as a sales manager? Am I the best person to be leading the
sales effort?
We hired
Jim to help answer these questions and more…and we got our
investment back quickly. Jim helped confirm the things we were
doing right and helped fine tune the areas where we needed
re-direction. He was an excellent coach to both the executive
team and the sales team. In my consulting practice, I follow
the approach Jim used with us. And now, whenever I coach a
sales rep, I try to emulate Jim’s style to get peak
performance. “
Gordon
Viggiano, Former VP of Sales & Marketing Infoplex
503-329-8990 |
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"Managing
Sales Leads;
Turning Cold Prospects into
Hot Customers"
by
James Obermayer |
Nothing
happens until a sale is made. You can’t make a sale without a
qualified sales lead. These two simple statements explain why
sales leads are the lifeblood of every business organization.
All in all
this the one book sales and marketing executives will refer to
and use every day to manage the inquiry and lead management in
their organizations.
Read more about it. |
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Join The Sales Lead
Management Association |
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