Question: What if your company is struggling and you need to grow sales but can’t afford to spend cash on marketing?
First thing I’d do is look very closely at the sales funnel. Are the stages of the sales funnel aligned with the buyer’s journey? Are the right tactics being used at different stages of the [...]

OneAccord will be leading a revenue related panel discussion on March 10 as part of the Association for Corporate Growth Utah Growth Conference and Capital Connection at the Grand America Hotel in Salt Lake City, Utah.
OneAccord principal Rich Hennessey is on tap to be a featured presenter, and Regional Managing Principal, Peter Klinge Jr. will [...]

Question from client:
$3mm confection company wants to go national; capacity to rapidly grow. Need high end retail customers for this premium brand.
What direction is best to build sales? Direct sales force calling on targeted accounts, or indirect via distribution or food brokers? Is there a way to assess situation before choosing one or more directions?
Great [...]

by Chuck Besondy

In light of the global economic chaos smart CEO’s recognize that this is actually an excellent time to assess and tune every aspect of the company’s revenue engine. “Business as usual” just won’t cut it because we’re not facing an “as usual” market. The time is right for an interim executive, the master [...]

The five areas of concentration summarized in the plan below are the essential elements of successful marketing programs for any size business. OneAccord’s intent was to put sufficient information into your hands to provide a high-level planning document. If this is of use, then please call us to help your organization gain the [...]

Regardless of the best efforts in the other four areas of concentration, someone must ask for the business, even if you have a relationship and even if you have earned the customer’s business historically.
Decisions, especially in complex cases, need a spark to break them from their natural state of stasis. To initiate action to [...]

OneAccord knows that what happens from this point forward is critical in the selling process, and remains a key element of the marketing tasking. If the offering of the client solves a problem of set of problems, then it follows the education process of how our client can help is at least partially linear [...]

Awareness:
Most companies look to generate leads as the central focus of awareness program. Supporting this activity is “some PR”. The process of a sustaining a market leading lead generation program depends on a complete understanding of the layered nature of market awareness.
Once an understanding of the variables affecting awareness is obtained, the client [...]

Logically, once an organization has a list of prospects with the right profile, it is time to take their offering to market. In real terms, many organizations get through the first step and immediately use a “divide and conquer” sales methodology.
By this, we mean they divide the list among their sales team. The [...]

Yesterday’s breakthrough became today’s baseline. And today’s successes will automatically set tomorrow’s expectations. Welcome to professional sales.
The name of the game is “compounded growth.” It’s a relentless game, like never having quite enough meat to feed a hungry lion. He’s just never satisfied.
Enter the sales manager: the person tasked with the [...]