Important Elements of a Sales Process
Question
What are the important elements of my company's sales and marketing process that I should think about?Answer
Here are some key questions you should be asking yourself about your sales and marketing process:
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Which of the following is your key need: acquiring customers, cross-selling customers or retaining customers?
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Which of the following provides the most bottom-line impact for your company: acquiring customers, cross-selling customers or retaining customers?
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Which of your customers are your most profitable customers?
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What is the lifetime value of your customers by segment?
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What is your current campaign management process?
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How long does it take to execute a campaign from start to finish?
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How many campaigns per month do you execute?
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How are you measuring the success of your campaigns today?
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What are your current campaign management tools?
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How "personalized" are your current campaigns?
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What are your current response rates on your campaigns?
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Are you satisfied with your response rates?
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How do you measure what drives purchase behavior?
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How do you measure what drives customer churn behavior?
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Do you build models using demographic, behavior and attitudinal information?
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Are you happy with your current data quality?
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Do you have sufficient data to build predictive scores on customers?
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How do you segment your customers?
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Do you measure profitability by segment?
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Do you build propensity scores by segment?
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Do you sell through channels, distributors or parters, and if so, which ones drive most of your business?
- February 15, 2014
- Sales and Marketing
- Ask a New Question
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