Cutting-Edge Marketers Reveal New Strategies for Driving Revenue Despite Soft Economy.Business Editors NEW YORK--(BUSINESS WIRE)--June 20, 2002 New Tactics Replace Traditional Methods of Attracting New Business, a Research Brief From FIND/SVP Reports As traditional methods for generating new business continue to lose traction, innovative tactics such as cold calling "blitz days," online Webinars and "pain-focused" events are rapidly gaining popularity as effective tools to drive revenues despite today's challenging market conditions, according to according to prep. 1. As stated or indicated by; on the authority of: according to historians. 2. In keeping with: according to instructions. 3. a new research brief available today from FIND/SVP in partnership with SiriusDecisions. The brief, titled "I Need Revenue and I Need it Now!," contains innovative sales techniques, along with the metrics, tools, and resources required to implement each technique, plus instructive case In the Finnish language and Estonian language, the instructive case has the basic meaning of "by means of". It is a comparatively rarely used case, though it is found in some commonly used expressions, such as omin silmin -> "with one's own eyes". studies based on extensive research into the practices of leading marketers. For example, "pain-focused" events, where attendees learn how to fix a specific industry's most common "pain," are being used successfully to generate new business sales. Cold calling "blitz days" are also being used as a monthly activity to focus a sales force in a fun, cooperative environment. The brief also dispels the five "Great Lead-Generation Myths" such as the idea that hiring good people will automatically yield sales results. A top-notch staff helps, the brief says, but first a specific sales strategy needs to be in place to determine what employee skill sets are needed to achieve sales goals. "As sales cycles lengthen, executives faced with the prospect of another poor month or quarter are looking for Looking for In the context of general equities, this describing a buy interest in which a dealer is asked to offer stock, often involving a capital commitment. Antithesis of in touch with. innovative solutions to restart sales and build momentum in advance of a business upturn," said Andy Garvin, President of FIND/SVP. "Marketers mistakenly focus exclusively on getting leads in any form without enough thought as to the broader strategy of the company and its long-term goals Long-term goals Financial goals expected to be accomplished in five years or longer. . This brief provides not only the framework for building a new business plan, but the specific approach and tactics that are working for companies in today's challenging market environment." Readers will also learn about the most important step in the new business process -- defining the market -- which is the key area most often mishandled at the outset, thus leading to an unfocused un·fo·cused also un·fo·cussed adj. 1. Not brought into focus: an unfocused lens. 2. new business effort. To rectify this, the brief explains how to build an effective plan and obtain senior management buy-in A management buyin (MBI) occurs when a manager or a management team from outside the company raises the necessary finance, buys it, and becomes the company's new management. A management buy-in team often competes with other purchasers in the search for a suitable business. at the outset, to start on the right foot. Finally, the brief provides a unique perspective into field marketing, one of the biggest-lead-generating assets when revenues are lagging, and how to effectively use this tactic to build sales. This Research Brief, available for $495, is the second of a three-part series of briefs that is designed to provide expert insight into new trends that will affect the business decisions of sales and marketing executives. The report can be purchased by calling 212.633.4539. About FIND/SVP FIND/SVP, Inc. (OTCBB OTCBB See OTC Bulletin Board (OTCBB). : FSVP FSVP For Sale Via Proprio ) is a knowledge services company that leverages the expertise and resources of its professional research teams to help its member clients protect and further their business interests. FIND/SVP helps executives enhance their business performance, profit from opportunities and address critical issues through targeted research and advisory work, providing its nearly 2,000 member clients with a competitive business advantage. Founded in 1969, FIND/SVP is the second largest member of the global SVP SVP S'il Vous Plaît (French: Please) SVP Senior Vice President SVP Schweizerische Volkspartei (Swiss People~s Party) SVP Society of Vertebrate Paleontology SVP Social Venture Partners SVP St Vincent de Paul Group, which serves more than 75,000 executives in 11,000 companies worldwide. FIND/SVP is located at 625 Avenue of the Americas, New York New York, state, United States New York, Middle Atlantic state of the United States. It is bordered by Vermont, Massachusetts, Connecticut, and the Atlantic Ocean (E), New Jersey and Pennsylvania (S), Lakes Erie and Ontario and the Canadian province of , N.Y. 10011. More information is available by calling 212-645-4500 or visiting FIND/SVP's website at http://www.findsvp.com. About SiriusDecisions By combining world-class sales and marketing knowledge with a world-class benchmarking methodology, SiriusDecisions provides unique insight into the overall effectiveness of sales and marketing organizations. This enables CEOs to fully understand priorities in allocating precious resources related to management time, expense and investment funds Noun 1. investment funds - money that is invested with an expectation of profit investment assets - anything of material value or usefulness that is owned by a person or company . Additional information can be found on the company's Web site at http://www.siriusdecisions.com or by calling (203) 319.4383. |
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