The New Challenges in Marketing and Selling
As the economy starts to get better, companies are turning their efforts solely from cost cutting to focusing on their top line revenues. But, they’re finding that there are new rules in the sales and marketing game.
A new study shows that sales and marketing managers are up against tougher challenges today. Old ways of selling aren’t going to get the results. Sam Reese, CEO of Miller Heiman, the survey firm, noted that “learning to sell in this environment will increasingly become the difference between those companies that succeed and those who continue to struggle.”
The study notes the following:
- 65 percent of respondents agree that customers are finding it increasingly difficult to differentiate the value of the products and services that they purchase.
- 79 percent of sales managers say forecasting accuracy is becoming an increasingly important priority for the organization.
- Just 38 percent of sales managers say their firms capture accurate and comprehensive customer data.
- 67 percent of sales managers say their team members are not making enough quality sales calls.
Although the study does not give recommendations for operating in this tougher environment, here at North Star Marketing we have a process that will help you succeed. It’s all about developing your marketing foundation and then implementing an organized, systematic method of communications that gets you on the “short list."
North Star Marketing is a unique marketing and branding firm with 15 years of marketing, branding and public relations services. Call (717) 392-6982 for an information packet on our PR program “Newsmakers”, or visit www.northstar-m.com.
For more information, go to www.northstar-m.com or e-mail Kae Groshong at kgwagner@northstar-m.com or call (717) 392-6982.
