One of the very best ways to grow your business is by getting closer to your customers & prospects. They know what they want to buy. They know what they need. The trick is helping YOU better understand what they want & need.
Our collective brilliance model is the ultimate way to do this.
It can also unleash the innovations from your own team and leverage the brilliance at work at your competitors to help your business grow.
If you lean on marketing alone to drive sales, you're missing out on the major lift of telesales. A quality telemarketing team can increase your close ratio by three to six times or more.
So that you can see the amazing revenue impact for yourself, BI can help you test your way into telesales using internal or outsource teams. What would 3 to 6 times more closes mean to your revenues this year? We have cream-of-the-crop telemarketing professionals in our best-in-class subcontractor network ready to show you the money.
Developing a marketing & sales model from scratch is perhaps
the most important thing an entrepreneur is going to do for his or
her new business. The end result is formalizing exactly how your
revenues & profits are going to be made. There are many considerations that
go into doing this right. Engaging marketing & sales expertise
like ours is likely to yield great value compared to trying to do
it all on your own. This is especially true when the entrepreneur's
background is not heavily grounded in marketing & sales. For
example, if the entrepreneur is an inventor of a product or service,
he or she is not automatically best equipped to develop the marketing
& sales functions too. If you are
creating your next big thing, you should hire or engage a team (like
the one pictured above) to help you do the many
supporting roles to the fullest... so that the upsides in taking
your baby to market can be realized in best possible ways.
Too often the inventor wants to wear ALL of the business hats. But
they lack the background, experience and specialized competencies
to do those other crucial jobs well. Many terrific products & services
flop every year due to this very common strategic mistake. A surgeon
generally knows- or thinks they know- how to do the various nurse's
jobs… and the anesthesiologists… and the other specialists involved
in an operation. But whether he or she has all of those skills or
not, a great team gets the job done better. And if he doesn't actually
know how to do all those jobs correctly, the expertise in the team helps the
patient live thorough the surgery. If you have a great product or
service to take to market, assemble the best team you can. You might be able
to do the whole team's jobs to some degree but wouldn't you rather maximize your patient's
An Entrepreneurs or Managers Checklist of
Ideal Sales Model Analysis Focal Points
Assembling a great sales model involves end-to-end thinking:
from where (specifically) are quality
our products or services going to come?
etc. (there are many more. If you don't have definitive
answers to nearly all of the above, it's one of the reasons to tap into
our brains: this is the kind of stuff we think about all the time.)
Your sales model should be fully documented almost checklist style for how
you will go about luring prospects to take a look, convert prospects into leads,
motivate leads toward becoming buyers and what happens after the sale. It is
important to spell out how the marketing will conjure opportunities to sell
and how the sales function will actually turn those opportunities into revenue.
The model will be influenced by factors like time, resources, budget, etc and
will almost certainly involve doing more than just building a better mousetrap
and hanging an e-shingle up on the world wide web.
It's always good to test variables within the sales model for validity
and effectiveness. Test
marketing the product or service on a small scale is one element
of this. The test can reveal weaknesses in your model and reveal
opportunities to do something(s) better. Selling a few, real customers
and then working closely with them can help you polish weak links
in the process and identify customer applications (how they use it
which may differ from how you think they will use it). An objective
approach to constructing and refining the sales model is vitally
important as biases will skew it away from optimal design which only
translates to lost revenue potential. That lost potential is not
just short term but also long term (and up to forever). Let us help
you get it right
Raising Money To Start or Accelerate the Growth of Your Business
If you need to raise money to go to market you'll minimally need
a solid, professional
business plan. There are countless entrepreneurs with big ideas
in search of backing and a business plan is the business equivalent
of an individual using a resume to try to land a job. Consider
it the minimum requirement to potentially interest bankers or investors.
If you need to go this way, keep in mind that your plan must wow...
as it will have to stand out from a crowd of other professionally-created
plans. We were surprised when a source of investor cash we work with
showed us how many polished business plans they receive each month
(many more than you might expect). He told us that regardless of what
the product or service is about, if the entrepreneur doesn't have a
great business plan they don't get any consideration at all. Similarly,
if a plan appears cheaply constructed, haphazardly assembled, etc,
it is also quickly filtered out to their rejection bin. There's simply
too much competition serious about raising cash for their businesses.
Compete head-to-head or that competition wins the financing and you don't.
Other tangibles helpful for those needing to raise money involves
various forms of media. A good Power Point presentation that summarizes
the executive summary of the plan is useful as is an elevator video
(a quick, just-the-biggest-highlights rundown of why an investor
or banker should be interested in your opportunity). The Power Point
should run about 5 to 15 minutes while the elevator video should
fully play in less than 3-5 minutes (about the time it would take to
describe your opportunity while riding with someone in an elevator).
One of the most crucial drivers of financial backing consideration
is how much the entrepreneur themselves have put into bringing the
business to market. Business plans based only on an idea get little respect compared to business plans based on an idea fully fleshed out (so
that the product or service is ready to go to market). Even greater
interest is given to those that have already gone to market as this
proves genuine interest in the offerings from buyers. With tangible
proof of concept, potential investors see less risk and are thus
more easily motivated to want to invest.
Prospective financial backers are most interested when the entrepreneur is heavily
invested in their own business... not just intellectually invested,
but also financially. The would-be entrepreneur asking an investor to take
all of the financial risk in going to market is either going to end
up having to sign away nearly all of the upside potential or they
are not going to get the backing. The entrepreneur that is heavily
(financially) invested in their own business has a big, personal
stake in the plan working out as described: such opportunities get
much more serious consideration because the latter really needs the
business to be a success while the former doesn't have much to lose
if it doesn't work. Put yourself in their shoes: if you were the investor, which entrepreneur
would you want to back?
Engage BI To Construct & Refine All of the Money-Making Business Variables the Right Way
Our team has deep experience with all of the business growth disciplines. As such, we can help you develop a marketing & sales model from scratch superior to what any individual can create on their own. Our diverse network of specialist contractors can lend niche competencies to help best answer questions like the small sampling shared near the top of this page. We can also work with the entrepreneur looking for financial backing helping them develop an impressive plan & related materials then shop their opportunity to targeted investors or bankers... or even lead or participate in the road show.
Yes, going it alone is cheaper but also thoroughly disadvantaged.
If you really have a "next big thing," you should engage expert talent
to help you monetize it to the fullest. Edison didn't personally
build every light bulb or cover every function at General Electric.
Henry Ford didn't personally build each car nor do every function
at Ford. Steve Jobs didn't personally handle every business function
at Apple. The guys behind Google engaged several talented teams long
before Google went public. Etc.
We would love to help you develop a great marketing & sales model. Contact us for a free consultation.