Teamwork wins the sales match

In The April Issue of
In Pursuit:

Lead Scoring - The Secret Sauce for Optimizing the Marketing-Sales Handoff:
A good scoring initiative can help you send only qualified leads to sales

As business leaders seek greater efficiency and return from their marketing investment, there is an ever-growing focus on the quality of leads marketers pass on to sales. Lead scoring is a key enabler that savvy companies are using to improve the “sales-readiness” of their leads and generate higher ROI.

And click here to view the April dynamic presentation "8 Great Ways Marketing Can Contribute to Sales Success"

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Technologies we Love

Want to operate at peak sales perform-ance? Then consider how leading sales-enabling technologies can help. Most companies are not aware of the vast range of tools and technologies that can make selling efforts more efficient and effective.

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STRATEGIC ACCOUNT PURSUIT

CASE STUDY 3:  Regional insurance brokerage team-sells big prospects

Situation

The brokerage had grown large enough to where it could legitimately service and compete for the major regional commercial accounts. However, their success at penetrating these accounts was less than stellar. “We come in with a better program,” said the company President, “but it always seems to turn into a price war.”

Solution

Brokerage producers were encouraged to shepherd their large account opportunities through an ad-hoc Strategic Account Pursuit program led by the VP of Marketing. For each opportunity, a cross-functional team addressed every aspect of the product mix, pricing, multi-level relationship, communication, proposal and presentation. Team members were trained to uncover the customer's key business needs, develop innovative ways to capture an emotional edge, rehearse company tours and presentations, and leverage the company's unique strengths throughout the evaluation process.

Results

Within two years of implementation, the company had doubled its “hit ratio” on large account opportunities. Half of the company's top 10 customers were new accounts acquired via the Strategic Account Pursuit Program.

To request more information, click here.



   

 

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