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Unlocking Sales Among Untapped Prospects, Engineering Marketing/Sales Processes for Maximum Results
Most companies, including those with sterling marketing
reputations, operate without a comprehensive view of
their market. These companies often market and sell to approximately one third of their available potential. If
you are in this situation, and it is likely you are, this limited view is resulting in a number of undesirable consequences. First, you are over-communicating to the one third of the market that you are seeing, wasting marketing effort and
funds. Second, you are effectively giving up two thirds
of your opportunity, and a major chunk of revenue, to
the competition without a fight.
Winning marketing sales operations can overcome these
issues by engineering their processes to ensure better market visibility. Then, they make this improved visibility
pay off by aggressively targeting viable new prospects,
instead of overworking tired, old ones.
Massini Group has measured the results of Engineered Processes among our clients. Quantitative outcomes include:
• 40% or more increase in quarter-over-quarter sales in a down market.
• 36-fold increase in net new opportunities produced.
• 600% improvements in ROI by tapping into unrealized market opportunities.
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