Categories: Sales and Distribution
We are a web application developer that has developed 10 or so products over the years. Most of our products were developed for customers later variations turned into commercial products. One of the main products is pretty robuts content managment systems (Asp.net based) The products are quite developed, but they each are only deployed to a limited number of customer sites. We have received great reviews, and we believe that they are very marketable.
Historically, the partners in the company have made all the sales, and we are now researching new ways to grow the business. We have started a mini call center in the office, as well as hired a sales person to handle some of their leads, as well as generate new business.
So, i wanted to know if there are any ideas on how to get things jump started. I would really like the idea of trying to partner with some advertising companies who want to offer web based solutions.
Can someone provide some advice on where I can reach people like this? Is there a good conference where I can't meet people from the Advertisng industry? I really like the ideas of growing stretegic partnerships.
... and we believe that they are very marketable.
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Robert Dubicki
Thanks for the reply. I appreciate the feedback. I was a bit modest in my original post. I have been working in this industry for quite some time, and i'm very confident that we have a market.
When you say "industry" ... do you mean "web design" or "advertising".
If you've spent your life till now hanging out in an IT-shop ... then you should know that ....
Most ad/communications firms are now focusing on what is called "integrated marketing" such that websites are part of the overall marketing/branding/communications strategy. Attend a get-together of the local AMA-chapter ... that's where some hang-out and network. I would start there.
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Robert Dubicki
My background is IT/Engineering, but my experience is in both web development and advertising. Over the years I have worked with a number of Ad agencies, and we have a small advertising firm now that operates in that space.
thanks for your feedback.
You could also try the IABC, International Assoc of Business Communictors. They conduct an show that awards advertisers as well as others.
Could the American Association of Advertising Agencies be a resource for you? Check out their website: www.aaaa.org
Also, could you use your sales staff to call on a developed list of possible contacts in this space?
Thanks for the reply. We have already initiated a campaign to call on such people. So far we have made 50 to 60 such calls and we have gotten some decent feedback. But, it's too early to determine where that will go.
thanks again.
Hello:
Starting with a call center and sales person is a great jump. Many people are down on cold calling.
Truly I believe this is the result of poor lead generation and unskilled cold callers doing the work. Cold calling, like anything, is a skill which must be developed.
Providing your call center staff and sales people with leads and ensuring their efforts are pointed towards people in your target market/industry is another great way to maximize potential!
I hope your efforts are fruitful. Please contact me with any questions you may have.
r/
Tom
www.professional-lists.com
Since you know the industry - you may also know Marketing Sherpa - but in case you don't, their annual conference would be a good place to network.
A step above networking is being featured as a speaker - a great way to be seen as an expert and to generate leads. If you contact the person in charge of events at each of these organizations, they are often looking for good speakers and content.
Finally, I don't know much about your salesperson or call center - but if you don't have a defined sales process in place, I'd suggest you get one. Some litmus tests for a 'defined sales system' are:
1. Is it written down so a new person can read it and do it - like a recipe?
2. Are the people involved in selling trained in the process?
3. If you asked three people at your company about the selling system, would you hear about three systems - or the same system?
4. Do you have a way of measuring the quantity and quality of your sales pipeline and your salespeople's efforts?
Stephen,
You should start a new thread for your question.
---
Robert Dubicki
Hi
To get more traffic on your site first convert them into leads and then sales is the solutions taken care by Search Engine Optimisation. We are expert in SEO and can be of immense help.
Reach me at
raj@search-value.com
www.search-value.com
+91 9818488764
skype--rajgreece
RGS
RAJ
I run the sales and business development team at my company. I have been in a similar position as you were, and believe I can offer you some advice (hopefully good advice).
1. Cold calling works.
2. Cold calling works better when it's not COLD.
3. There are many ways to "warm up" the cold call. In case you aren't completely familiar with the methods available: do due diligence on the company and build a virtual org chart of the contacts you can find using online networks like jigsaw, ryze, Linkedin.com, facebook, myspace, etc.
4. Bring some value to the call, and absolutely make sure you can demonstrate that value in <30 seconds
5. Support your calling campaigns with direct mail, e-mail, Internet, traditional mediums. A multi-pronged methodology has the highest chance of resonance and the rapid creation of positive brand awareness
6. Monitor, meaure, motivate and MANAGE.... if you don't keep an eye on the sales force, don't set goals, don't push them to give a little extra.... the chance of them reaching your projections are slim to none. You've got to be one part cheerleader, one part leader, one part SME, one part creative consultant. Whatever it takes!
Good luck!
MD
I run the sales and business development team at my company. I have been in a similar position as you were, and believe I can offer you some advice (hopefully good advice).
1. Cold calling works.
2. Cold calling works better when it's not COLD.
3. There are many ways to "warm up" the cold call. In case you aren't completely familiar with the methods available: do due diligence on the company and build a virtual org chart of the contacts you can find using online networks like jigsaw, ryze, Linkedin.com, facebook, myspace, etc.
4. Bring some value to the call, and absolutely make sure you can demonstrate that value in <30 seconds
5. Support your calling campaigns with direct mail, e-mail, Internet, traditional mediums. A multi-pronged methodology has the highest chance of resonance and the rapid creation of positive brand awareness
6. Monitor, meaure, motivate and MANAGE.... if you don't keep an eye on the sales force, don't set goals, don't push them to give a little extra.... the chance of them reaching your projections are slim to none. You've got to be one part cheerleader, one part leader, one part SME, one part creative consultant. Whatever it takes!
Good luck!
MD
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