When it comes to sales in the B2B market, if there's a gap between "where you are" and "where you want to be", JV/M - through it's LeadGen.com family of services - can help. But before we talk about how we can help, let's look at what we mean by closing the gap between "where you are" and "where you want to be."|
Potential B2B Sales Gaps
In brief, there are two types of gaps between "where you are" and "where you want to be" that can exist with respect to sales in the B2B market:
In case you're curious, there are also two other "modes" in which a business can operate, both of which - not coincidentally - describe companies that we can't help. This is because there's no perceived gap between "where they are" and "where they want to be."
As you can see in the charts above, in either case, Trouble or Growth, there can be a gap between "where you are" and "where you want to be" (i.e. between your actual sales and your target sales) that needs to be closed.
That's where we come in, because we can help you increase your sales - whether you're in trouble, or you just want to do better than you're doing now. [more]
Setting the Stage for Growth
Assuming you have a gap between "where you are" and "where you want to be," Marketing 101 tells us where to start, which is depicted in the classic Ansoff Matrix below.
Strategies for Closing a Sales Gap
This simple table portrays the four basic strategies that are available to any business for closing the gap between "where it is" and "where it wants to be" with respect to sales. Starting in the upper left-hand corner:
Then if the proper strategy is Market Penetration, we'll often do list research to identify new prospects in your traditional markets, and then cold call them to get you in the door. In the case of Market Development, we may do market research to find new target markets, build collateral material to show how you can better address their needs, and then do Executive Appointment Setting to get you in at high levels. Product Development might involve secondary and primary market research, applications analysis and promotion. And diversification would typically involve all of these and more. But there's always "a method to the madness."
Why Talk to JV/M?
This, though, brings us to the first reason why you should talk to us when you have a gap between "where you are" and "where you want to be." Specifically, if you're sure of what needs to be done, we'll do it - and we'll do it well. But if you have doubts about what the right strategy is, we'll figure out what it should be, and then do it well.
At JV/M, we can take this approach because we're agnostic with respect to what solutions we recommend. Unlike vendors with only one or two solutions, like SEO or telemarketing, LeadGen.com consists of over 50 different tactics that we can use. So we'll recommend solutions because they're likely to work, not because they're all we have to offer.
In-House versus Outsourcing
Another important issue, when seeking to close a sales gap, is deciding whether to utilize in-house or outside resources. And while in-house is often an appealing option because of the perceived lower cost and better control, neither advantage can be taken for granted. Many companies don't have (and can't acquire) the talent in-house needed to close a real sales gap, or they don't have the tools. Your people may be tied up doing other things, or they may just be out of ideas. And the right person to fix it may not be available or affordable. Or you simply may not have the processes, management expertise, technology or solutions to work with. If that's the case, it's time to call in the cavalry. (Are you wondering if you have a growth opportunity? Click here.)
At LeadGen.com We Can Help You
Increase Your Sales, Your Profit Margins and Your Market Share
LeadGen.com versus Other Vendors
Once you've decided to consider outsourcing, you next have to consider the question of why should you use JV/M's LeadGen.com famiy of services as opposed to those of another vendor. And for that, there are three reasons. When it comes to growing your business, LeadGen.com is generally faster, better and cheaper.
When it comes to B2B marketing and sales, having an effective, rational and consistent strategy across all of your marketing and sales programs saves you money and time. And it reduces risk and headaches. But most importantly: It dramatically improves your sales results and profitability.
As the first and only one-stop-shop for all of your B2B marketing and sales needs, only LeadGen.com can provide you with a cost-effective, interfunctional approach to sales growth that can take you from "where you are" to "where you want to be" at the lowest possible cost, and in the shortest amount of time - saving you tens of thousands of dollars or more, and hundreds of hours, achieving success. (For more on how and why, click here.)
Whether you need to hire and train a more effective sales force, generate more and better sales leads, or figure out how to defeat or unhook your competition, LeadGen.com can help.
The first, and most crucial, objective of any marketing or sales program is to deliver top-line (i.e. revenue) results. So at LeadGen.com we provide solutions that are focused on ringing your cash register.
At LeadGen.com, we're not one of those vendors that provides you with a solution, and then when it fails to be "the solution" they shrug and walk away. And we don't play games with the definition of a "sales lead."
Instead, we start by understanding your unique business, your unique market and your unique goals. And we bring to the challenge literally dozens of tools that you might need to get the job done. We also give you a dedicated Account Manager - one throat to choke, if you will - who knows how to bring these solutions together, and make them work effectively for you. So you get the control and accountability you want, along with the results you need.
At LeadGen.com we're all about helping you grow your business - with experienced Account Managers, effective marketing and sales tools, and a process that works. Because your bottom line is our bottom line.
There are literally dozens of ways that LeadGen.com's one-stop-shop approach can save you money. But the most significant savings (as we help you increase your sales) come from our "develop it once, use it everywhere" approach to marketing:
By not having to "re-invent the wheel" every time you recruit a new channel partner, develop a new marketing strategy, or even design a new product, you can save months of time and effort, while insuring thematic consistency across your product lines and sales programs. This means that time-to-market can be reduced from months to weeks. And "hitting the gound running" becomes the natural order of things, not the exception. For example:
Like it or not, marketing (in fact business in general) involves risk. So the best you can do is try to reduce it. But you don't reduce your risk by engaging in a pay-per-lead telemarketing program, or demanding guarantees. (See here.) You reduce your risk by eliminating those things that cause it.
For most companies, the biggest contributor to risk is the Missing Link between their marketing and sales programs - a Missing Link that only LeadGen.com can supply. But there are others:
Quality in a marketing program doesn't come from pretty graphics on a Web site, or a $30,000 trade show booth - although they're certainly nice-to-have. Nor does quality in your sales program drive a fancy car, or hand out cool sales aids - although they, too, are nice-to-have. Quality in B2B comes from breaking through the clutter, understanding your customer's needs, and delivering products and services that satisfy them.
The problem, of course, is that when you work with a traditional marketing or sales solution provider, they generally don't care about your customers. Sure, they'll want to know what message you want to convey. And they'll embed your message in whatever you want, whether it's a brochure, a sales training program, a Webinar or a promotional item. And that item will, if you pay enough, be beautiful. But most vendors, quite naturally of course, will take your word for it that it's the right message to deliver. And that it's the right person to deliver it to.
But what if it isn't? What if you're promoting certain features, but what's going to unhook your competitor isn't on your sell sheet? What if you're sending out emails, but no one opens or reads them? What if you train your salespeople in a technique that offends their prospects? And what if you build a CRM that meets management's needs, but loses track of all your sales leads?
At LeadGen.com, since our success is your success, we look "through" you to your customers in order to figure out what's going to work. And we design programs based on your customers' decision criteria, not just yours. What does that mean? In short, we don't just want to make you happy; we want to make your customers happy with you, too. Because that's what's going to win you the business.
That's real quality.
At LeadGen.com, helping you deliver bottom line profitability is what we're all about, by:
• FREE Sales Leads
• White Papers
• JV/M Corporate Site
• The B2B Sell Cycle Issue
• The Missing Link
• Our Guarantee
• The Quality Problem
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• Why LeadGen.com?
• Send Me Something
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|The Learning Center
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|LeadGen.com is a service of JV/M, Inc.|
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