Trust your gut?

Whilst instinct and a nose for business are helpful and not to be sniffed at, ignoring what the cold hard data in your business is telling you is done at your peril.  Analysing your sales data in terms of leads lost and won, length of time to convert, year on year project analysis, DNA of a big client, all helps to build a picture about what’s working and what’s not.  It helps to streamline your marketing spend to focus on the areas that give the highest return and it helps to focus valuable sales resources on chasing the most lucrative contracts.  It can also provide reassurance when sales appear to be falling (perhaps it’s a seasonal lull that you saw last year?) or an early warning of lean times ahead.   

We always put in place monthly monitoring of the marketing activities we undertake to track progress and analyse bang for your buck.  And we have experience helping our clients to implement CRM processes to understand their clients and sales cycles better.