In this economy, the only way for a company to change its course of business is to market and sell its products and services to companies in industries that are thriving even during these trying times. As companies in these target industries look for new suppliers and partners to help them reach their goals, your organization needs to be top of mind and known in the market as a reliable source.  Now more than ever, customers are requiring vendors to prove their value beyond simply offering more products for a lower price. Customers today demand that their suppliers understand their business and processes as well as provide solutions and recommendations to make them more competitive by producing more products faster and by lowering operating costs by reducing scrap.

Calling on and penetrating target companies is getting more expensive and more difficult as automated phone systems and emails have become the norm for communicating. To succeed today in expanding your organization's reach, companies need savvy sales and marketing professionals that understand their customers' manufacturing processes along with the sales process. The organization must also be able to develop effective online and traditional integrated marketing programs that reach key markets and industries and has the ability to manage and extract the relevant G2 from the sales, CRM and other business systems to uncover new opportunities for sales growth. It means effectively developing a three-pronged approach utilizing customer facing events, traditional print advertising and PR and digital marketing using the latest social media avenues.More importantly, companies have to manage their marketing programs using SFA/CRM technology to track the Marketing spend and Sales/Channel follow-up efforts to ensure that you get a return on your investment and grow your business through targeted activities.  

Please feel free to contact me at michael-cotton@sbcglobal.net to learn more about Marketing/Sales 360o.