15 Reasons Why You Need Us!

The Test. There are many reasons why new business sales don't occur. Here are a few for you and your firm to review and consider. If any are applicable to your business, or relate directly to you, then you need MatchPoint.

1. Are your prospecting lists, software applications, brand image, messaging, website or marketing materials outdated? Just the thought of what it takes to bring all this current is overwhelming for any firm that knows it needs to revitalize its program to cultivate new business sales.
2. Business development, sales and marketing lacks a unified strategy, plan or budget. Management doesn't take the time, can't agree or doesn't know where to begin.
3. Many companies miss their best opportunities by reacting to incoming inquiries rather than understanding the profile of their ideal prospects and going after them.
4. Sales people are not accountable for an agreed percentage of new business while account managing. This leaves too little time for big results to occur.
5. Consistency matters. One disconnect in the full sales process can kill the sale, and can also provide a warm lead to a competitor.
6. Not many companies implement a sales campaign supported by a business development strategy, allowing gaps in contact to occur where consistent communication would keep the company in the forefront of the prospect's mind through to the close of sale.
7. There are more than 5 channels of opportunity in cultivating new business and many companies only know only one.
8. Value proposition – many companies don’t know what it is or the importance of it when meeting a new business prospect.
9. Much money is being spent on marketing campaigns, call centers, sales people with six-figure salaries plus commissions and yet there is no overall strategy or budget for cultivating new business consistently.
10. No sales staff? Business principals are responsible for sales, managing the care of their clients as well as operations, so little time is given to consistently cultivating leads. The company's number one priority is set up to fail.
11. Some companies boast how lucky they are to be getting incoming referrals, yet what happens when sales are slow there's no back-up plan to bring in new business?
12. People are known to have their individual talents; some people are given responsibilities to help build business without regard to their strengths. What happens when sales people are uncomfortable cold calling? Or aren’t successful at finding new opportunities? Or don’t present well to new prospects? Or can’t negotiate? How long does it take management to realize that their staffing decisions have crippled sales?
13. There's no written, rehearsed program to guide lead generation into closed sales. Companies have leads coming in from marketing (direct mail, trade shows, website, etc.) and no program to streamline them into a sale, resulting in lost opportunities.            
14. Pain points. All new business prospects have pain somewhere for your company to provide service, but sales people are too busy selling service without listening to where the pain is in order to offer the correct solution.
15. Decision makers on both sides need to engage in an informational exchange and a relationship cultivation process—it will verify a fit for good business to occur. Yet many delegate the leveraging of experience and knowledge to others, losing the sale.