![]() For others it may be a minor role, such as for example ensuring the customer is satisfied, or contributing to the company newsletter that is sent to customers and prospects. ![]() For some this is a major role, for example going out and meeting with potential customers. The basic philosophy is that everybody has a role to play in helping to find the next customer, as well as in keeping and growing existing customers. To leverage this activity is to crowd-source your sales and marketing. Companies must open-source their business development effort beyond the sales department to create a ‘virtual sales team’.Įvery day your organization comes into contact with hundreds maybe even thousands of customers and prospects – that is many multiples of the number that your sales people come in contact with. Organizations can no longer afford to leave selling purely in the domain of the sales department. We call this trend the ‘Open-sourcing of sales’. No more is this evident than in respect to the need for ‘all hands on deck’ in terms of sales & business development. In these challenging times traditional job descriptions and role demarcations are redundant. ![]() A collaborative approach to selling is a new source of competitive advantage and overall revenue performance. From the CFO who leverages his contacts to get into some new accounts, the project manager who adds his contacts to the sales database or the customer support staff who revisit past customer contacts – everybody has a role. Selling used to be the job of a few, but with the economic slowdown it quickly became apparent that sales has to be a feature of all job descriptions. ![]()
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