Other Sales and Marketing Tactics and Implementations
High ROI services offered by EMA, a partial list:
Direct Sales
• Productivity Audits
Evaluate, benchmark and optimize a company or its sales
and marketing departments on the best use of personnel, skill sets, information
management, compensation, marketing integration, performance measurements,
management methods, sales tactics, etc. to achieve its business objectives.
Perhaps our most frequently accessed service because it is very often part of a
larger project-at no additional investment.
• Hiring Top Sales Performers
EMA is not a recruiting service, we show YOU how to
identify, evaluate, vet and attract the best sales people available in your
markets. Compensation plans are a specialty - particularly tieing them to your
Corporate and Sales strategies as they are but a tool to ensure the strategies
are executed at the field level. Benchmark and optimize a company or its sales
and marketing departments on the best use of personnel, skill sets, information
management, compensation, marketing integration, performance measurements, management
methods, sales tactics, etc. to achieve its business objectives.
Market Research
Professionally designed and executed surveys or
interviews of industry-representative companies, competitors and/or
competitors' customers to objectively determine the Client's and/or
competitors' marketing positioning, brand awareness, product quality, pricing
and quantitatively and qualitatively analyze the Client's and/or competitors'
selling performance.
• Customer and Employee Satisfaction Surveys
Professionally designed and executed surveys of customers
or employees to objectively determine their perceptions, attitudes and analyze
their quantitative and qualitative rating of products, services and Client
employee (SIC) performance.
Mystery Shopping
• Pro-Shopper
Anonymous telephone calls, web visits or in-person visits
by professional shoppers to assess employee attitudes, sales skills and/or
customer service performance within the company or within the client's
distribution channels.
Sales Training
• Customer Support and Telemarketing Training
Our unique training is real-time on the phone/in the
field with the sellers. They make sales under a Sales Trainer's supervision by
replacing poor habits with lasting skills. Train-the-Trainer programs are part
of large group projects. Selling to Executives, complex products/services into
complex contexts, is a specialty.
Sales Force Automation-Customer Relationship Management
(SFA-CRM)
• Selecting, Negotiating the purchase and Implementing
Customer Relationship Management software (CRM) or Sales Force Automation
software (SFA)
Your Needs Analysis, identify, evaluate and select,
negotiate best purchase price and SLA's and implement the best tool for the
client out of the 600+ SFA and CRM packages available. Optimally configured CRMs
cause continuous improvement in sales, marketing and business operations
decisions and activities. EMA also does CRM Training.
However, the biggest asset we bring to a client is
Selling the Users throughout these processes—the real key to successful
implementation.
• Sales Strategy Improvements
Strategic decisions on what should be sold to whom, by
best means, at best pricing. Integrating these decisions within the sales and
marketing contexts of the organization to achieve true Customer Lifecycle Management,
often using CRM and Customer Surveys. Customer Lifecycle
Management is knowing how to efficiently identify, effectively acquire and
retain, at high satisfaction levels, customers with the lowest cost of
acquisition and the potential for the highest repeatable margins over the
longest controllable lifecycles. EMA also helps set up the continuous
improvement processes so the Client is always getting better at CLM.
Telemarketing—Business to Business Only
• Productivity Audits
Evaluate, benchmark and optimize a company or its sales
and marketing departments on the best use of personnel, skill sets, information
management, compensation, marketing integration, performance measurements,
management methods, sales tactics, etc. to achieve its business objectives.
• Corporate Set-Up and/or Optimized Integration
Creating Contact Centers: Telemarketing, Telesales and Customer Service (also
web-based) capabilities inside the company or out-sourced. EMA guides Personnel
Selection, Performance Measurements, Loyalty Marketing, Compensation and
Incentive Plans, Teaming with Outside Sales Forces (including
Distributors/Independent Reps) and Management systems. EMA integrates Contact
Centers with classic sales and marketing to achieve strategic insight, better
business decisions, improved customer relationships yielding increased revenues
and lower cost of sales.
• Customer Support and Telemarketing Training
The unique aspect of our training is real-time training
on the phone with the reps. They make sales under a Sales Trainer's supervision
by replacing poor habits with lasting skills. Train-the-Trainer programs are
part of large group projects.