Monthly Archives: April 2013

Strategic Sales Solutions : Drive Success with the Right Mix

Strategic Sales SolutionsOrganisations that spend the required amount of time in devising and implementing strategic sales solutions experience phenomenal growth that is miles ahead of others that don’t take this necessary step.

Organisations across geographic locations spend thousands trying to get the right mix of strategic sales solutions and flawless execution, a potent combination that has what it takes to drive success for practically any enterprise. Taking a more objective look, it’s safe to state that creating and effective marketing strategy is like setting up a new business unit altogether, when one views it in terms of the time, effort and intelligence needed. Nothing can be taken for granted, since the planning is easily the most crucial stage in the entire life cycle of the business.

Once the strategic sales solutions have been devised, the company can focus on more pertinent issues like achieving targets, developing new offerings, etc. There are several aspects that go into the making of a successful sales cycle, but the most important rule of thumb that one needs to adhere to is the fact that sales and marketing can’t be treated in isolation with each other. Hence, an effective marketing campaign that is based on careful research and consumer mapping plays a vital role in giving the business the much needed boost to meet and exceed targets. To sum it up, one needs to be in touch with the demands of the target audience, and develop, position & promote the product or service in accordance with the same.

A major chunk of implementing strategic sales solutions deals with assessing the data that has been gathered via market research, so that the sales team can accurately understand the requirements of the TG, and taking the necessary action in accordance with the offering and the sales target that has to be met. This might make the job easier or more difficult. Nevertheless, it’s an unavoidable task that needs to be included in the process flow so that the business can continue to take giant leaps on the path to success.

Requirements for Successful Sales Process Outsourcing

lead generation outsourcingSales process outsourcing is one of the very few ‘almost certain’ methods of driving incremental sales. However, one needs to be very careful while choosing the company that will work on their behalf. Besides the quality of the brand’s offering and its exclusivity, this factor is the only factor that has the potential to make or break the entire lead generation campaign. Hence, it’s extremely important that one needs to be sure of the outsourcing company’s capabilities.

The most important factor with regards to the sales process outsourcing decision is the source from where the company will procure the contact information of the people who would be called. Calling existing customers for upselling is certainly a different story, and obviates that question. However, if one is calling new prospects, then this factor is of paramount importance. For instance, when it comes to B2B lead generation, then one can purchase data from a reliable source, or can even conduct its own research from directories. Whichever route is taken, the organization that is outsourcing the requirement needs to make sure that the quality of leads is top-notch, otherwise money, time and other resources would just go waste.

Another aspect that is extremely important is to ensure that the company needs to have the required physical environment which supports its capability to handle additional workload, if any. This is necessary since organizations would certainly want to scale up their requirements in due course of time, to fulfill business targets and get more business. It should not be the case that the lead generation outsourcing firm is actually serving as an impediment in the entire process, something that is certainly possible in case there is a shortage in terms of the required number of employees to work on a particular project or the lack of sufficient space.

Cold calling used to be another great alternative to lead generation outsourcing, and was increasingly used by companies that either did not have the required budgets to outsource the requirement, or simply did not want to spend that kind of money. However, with time, since more and more organisations are indulging in this kind of initiatives, it’s getting harder to get through to the concerned person, as there are also many gatekeepers that one has to pass through. Coming to the more effective means, lead generation outsourcing is clearly one of the more viable options when one sees things in perspective.

Utilization of MIS in Manufacturing Industry

MIS-Manufacturing-IndustryAn organisation succeeds by bringing together and managing certain resources in a productive way. The traditional list of resources comprises labour (manpower), money, material, managers, machines and facilities. Only over the past two decades has information come to be recognised as another resource, one that is crucial to the management of others and one, which under certain circumstances, may be substituted for them cost-effectively.

Information shares many properties with other resources: it has value and lends itself to the process of management. Information is a valuable resource and hence must be managed in a well-designed system so that managers are able to obtain relevant information timeously for their decision-making processes.

One of the major problems of organisations that make them fail may be insufficient utilization of the major resource of the organisation, viz. information. Managers have to be aware of utilizing management information systems effectively to be competitive in the business world. Many CIOs in the manufacturing industries in India may be unaware of the capabilities and use of an effective MIS.

Most manufacturing industries are possibly already using products of Information Technology. However, their awareness level of applying information technology to designing effective management information systems to overcome their specific problems needs to be investigated and determined.

To be effective in today’s dynamic and competitive business environment, a CIO, and indeed, an organisation, must think in the system mode. Technological innovation has simplified the collection of data into sophisticated information systems. With appropriate management information systems in place, managers can focus their attention on the creative elements of management such as developing strategy, searching for new opportunities and competitive advantages, and optimizing the use of the organisation’s resources.

The primary objective of this post is to establish the impact of management information systems (MIS) and information technology on the success of manufacturing industries.

SolutionsHead Global Services developed an Online Plant MIS Dashboard for manufacturing industries. Using OPM Dashboard you can monitor all your remotely located plant data at centrally located dashboard. It could be a desktop or your smartphone. Centralization and version control for unstructured data, allows for faster and smarter decision making and corrective action. For more details Click here

The Changing Role of IT in Manufacturing Industry

changing role of IT in ManufacturingToday’s manufacturing enterprise, whether it produces consumer goods or weapons systems, must often juggle a range of conflicting demands. Smaller lot sizes, increased product flexibility, higher product quality,decreased delivery time, and smaller profit margins are typical of the ambitious goals in many such organizations. Through it all, the enterprise must consistently aim for the five R’s—produce the right product, with the right quality, in the right quantity, at the right price, and at the right time—and it must do more than satisfy its customers: It must delight them.

These demands mean that the manufacturing enterprise must constantly evaluate its business strategy and fine-tune its processes as needed. It must be able to
• Leverage its core design and manufacturing competencies and pursue new business opportunities while outsourcing non-core activities;
• Implement new production strategies rapidly (mass customization, lean manufacturing, and so on); and
• Predict how change will affect operational constraints, such as resource availability on the shop floor.

Correct and timely information is key to meeting these goals, and information technology—database management systems, enterprise resource planning systems, and simulation and computer-aided design tools—has become indispensable to most manufacturing enterprises. Information is the lifeblood of the enterprise, and IT is central to all activities. Indeed, IT can be thought of as the great market equalizer: It is available simultaneously to companies, irrespective of their size and (generally) their
location. Consequently, what technology an enterprise adopts—although important—is not as important as how that enterprise uses it.

This is, of course, a well-accepted notion for the business enterprise. However, the manufacturing industry has recently begun to also define success by how effectively a manufacturing enterprise selects and integrates an IT solution to realize its corporate vision. Integration is particularly challenging because the manufacturing environment is highly dynamic, and the models and data that support diverse manufacturing activities, including design, planning, simulation, and tracking differ widely in format.

Sales Lead Generation: Why It Should Be Outsourced

sales lead generationHowever, marketers and entrepreneurs often don’t realise the benefits of outsourcing the sales lead generation. To cite an example, in spite of the fact that most people feel telemarketing (also known as cold calling) is an old school technique, companies that specialise in the same can drive phenomenal results where many others can easily fail. That being said, if this process is outsourced, the organisation can certainly give a big boost to the business.

The next benefit of outsourcing sales lead generation is that one does not have to undergo the expenditure of resources like time and money on training the staff for generating leads. Needless to say, this is a substantial portion of the budget when one also considers the possibility that there might be a situation when even after intensive training, the staff is unable to perform. On the contrary, when a third party is given the task, the chances of success are substantially higher. Coming to the cost factor, there is certainly no need to spend on the training, since the staff working on behalf of the organisation is already experienced and skilled for the job.

And finally, outsourcing sales lead generation means that one does not have to bear the expenses of the salaries in case specialised staff is hired for the purpose. Any expense that is incurred as charge for the services of the third party is considerably lower than the cost of hiring full time employees. Also, the shift in the process from being an in-house one to an outsourced one also means that one can always choose to change the service provider, so to speak, if the current one is not delivering the kind of results that were expected, a freedom that is certainly not possible in the former case.

The next approach towards effective sales leads generation is email marketing, which entails using a compiled database to promote a product. While this process would certainly involve investment on the part of the marketer, it also has a better chance of a higher ROI, particularly in the B2C domain, where the target audience is very vast, and one can’t possibly reach out to every prospect via social networking sites, at least not as soon as one would want to! There is also the case of pay per click ads, but they are the most expensive of the lot, and the chances of a better ROI are not worth the extra investment.