Some experts say, in order to increase your sales you have to sell harder. Some take this idiocy as far as professing that in order to sell more all you have to do is to put more feet on the streets and more fingers on telephone dialling pads.
The fact that maybe the business owner should first maximise the existing sales force’s productivity is hardly ever mentioned.
Most IT business owners are obsessed with increasing gross sales even at the detriment of net margins. They run on the erroneous mentality of, “Yes, we lose out on every sale, but we make up for it in volume.”
But personally I believe, you should focus on marketing. Instead of selling harder, you have to market better and differently, so your marketing system can sift, sort and screen to your target market, and have only pre-interested, pre-motivated, pre‐qualified buyers seek you out who are predisposed to do business with you.
And this is what we discuss this month’s toe-curlingly exciting episode of Tomicide Solutions, entitled, “Five Reasons To Flex Your Marketing Muscles Not Your Sales Muscles”.