Sales Strategy & Implementation (cont.)

Other Sales and Marketing Tactics and Implementations

High ROI services offered by EMA, a partial list:

Direct Sales

Productivity Audits

Evaluate, benchmark and optimize a company or its sales and marketing departments on the best use of personnel, skill sets, information management, compensation, marketing integration, performance measurements, management methods, sales tactics, etc. to achieve its business objectives. Perhaps our most frequently accessed service because it is very often part of a larger project-at no additional investment.

Hiring Top Sales Performers

EMA is not a recruiting service, we show YOU how to identify, evaluate, vet and attract the best sales people available in your markets. Compensation plans are a specialty - particularly tieing them to your Corporate and Sales strategies as they are but a tool to ensure the strategies are executed at the field level. Benchmark and optimize a company or its sales and marketing departments on the best use of personnel, skill sets, information management, compensation, marketing integration, performance measurements, management methods, sales tactics, etc. to achieve its business objectives.

Market Research

Professionally designed and executed surveys or interviews of industry-representative companies, competitors and/or competitors' customers to objectively determine the Client's and/or competitors' marketing positioning, brand awareness, product quality, pricing and quantitatively and qualitatively analyze the Client's and/or competitors' selling performance.

Customer and Employee Satisfaction Surveys

Professionally designed and executed surveys of customers or employees to objectively determine their perceptions, attitudes and analyze their quantitative and qualitative rating of products, services and Client employee (SIC) performance.

Mystery Shopping

Pro-Shopper

Anonymous telephone calls, web visits or in-person visits by professional shoppers to assess employee attitudes, sales skills and/or customer service performance within the company or within the client's distribution channels.

Sales Training

Customer Support and Telemarketing Training

Our unique training is real-time on the phone/in the field with the sellers. They make sales under a Sales Trainer's supervision by replacing poor habits with lasting skills. Train-the-Trainer programs are part of large group projects. Selling to Executives, complex products/services into complex contexts, is a specialty.

Sales Force Automation-Customer Relationship Management (SFA-CRM)

Selecting, Negotiating the purchase and Implementing Customer Relationship Management software (CRM) or Sales Force Automation software (SFA)

Your Needs Analysis, identify, evaluate and select, negotiate best purchase price and SLA's and implement the best tool for the client out of the 600+ SFA and CRM packages available. Optimally configured CRMs cause continuous improvement in sales, marketing and business operations decisions and activities. EMA also does CRM Training.

However, the biggest asset we bring to a client is Selling the Users throughout these processes—the real key to successful implementation.

Sales Strategy Improvements

Strategic decisions on what should be sold to whom, by best means, at best pricing. Integrating these decisions within the sales and marketing contexts of the organization to achieve true Customer Lifecycle Management, often using CRM and Customer Surveys.  Customer Lifecycle Management is knowing how to efficiently identify, effectively acquire and retain, at high satisfaction levels, customers with the lowest cost of acquisition and the potential for the highest repeatable margins over the longest controllable lifecycles. EMA also helps set up the continuous improvement processes so the Client is always getting better at CLM.

Telemarketing—Business to Business Only

Productivity Audits

Evaluate, benchmark and optimize a company or its sales and marketing departments on the best use of personnel, skill sets, information management, compensation, marketing integration, performance measurements, management methods, sales tactics, etc. to achieve its business objectives.

Corporate Set-Up and/or Optimized Integration

Creating Contact Centers:  Telemarketing, Telesales and Customer Service (also web-based) capabilities inside the company or out-sourced. EMA guides Personnel Selection, Performance Measurements, Loyalty Marketing, Compensation and Incentive Plans, Teaming with Outside Sales Forces (including Distributors/Independent Reps) and Management systems. EMA integrates Contact Centers with classic sales and marketing to achieve strategic insight, better business decisions, improved customer relationships yielding increased revenues and lower cost of sales.

Customer Support and Telemarketing Training

The unique aspect of our training is real-time training on the phone with the reps. They make sales under a Sales Trainer's supervision by replacing poor habits with lasting skills. Train-the-Trainer programs are part of large group projects.

(Services continued, Direct Sales . . . )

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