Sunday, June 29, 2008

A Process Of On-Going Improvement (POOGI) - Part 20

We are continuing our series based on The Goal by Eliyahu M Goldratt.

What are the problems associated with marketing and sales? A few of the typical problems include:

  • To prospects, what you say sounds the same as your competitors
  • You have nothing unique or compelling to offer that is different
  • Prospects aren’t aware of you
  • You aren’t aware of enough prospects
  • You have a collection of sales individuals, not a sales team
  • You have difficulty getting in to see your prospect
  • You have a long sales cycle
  • You have a low closing rate
  • You have difficulty quoting as many jobs as you would like
  • Quote turnaround is too long
  • There are peaks and valleys of booking sales

Yikes! That is a lot of problems! Where do we start to improve marketing and sales?

We recommend you start with your market offer or as we like to call it, your Mafia Offer. Without differentiating yourself from your competitors, it is difficult to determine what else is wrong with your marketing and sales process, and how to improve. be continued.

Here's to maximizing YOUR profits!

Dr Lisa Lang(c)Copyright 2008, Dr Lisa, Inc. All rights reserved.

Dr Goldratt offers his new book Inherent Simplicity at no charge, click here to get the details:

2008 Odyssey Program. Click here to learn about the low cost life changing event for young adults. You WANT to send your kids to this!

NEXT Group Mafia Offer Boot Camp: July 30, 31, Aug 1 2008 in Denver. More information at There are also PRIVATE and On-line Mafia Offer Boot Camps.

NEXT Maximizing Profitability Event (no charge): July 29, 2008 in Denver from 1:00 to 5:00 pm at the Science of Business Training Center. More information at

Also check out our FREE Theory of Constraints videos. New videos added weekly!

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