Tebuma assists ICT companies of any size expanding within their local markets and abroad. We offer sales, marketing and strategic consultancy within the B2B ICT market.
Sales Marketing Services
Sales Management
Good Sales Management is one of the simplest ways to increase your revenue and profitability. Sales management is about leading the people and process your company uses to sell prospects and service customers. Responsibilities include:
- Building the right sales strategy
- Hiring the right team
- Creating the right compensation plans, territories and quotas
- Setting the right projections
- Motivating your team
- Tracking revenue against goals
- Resolving conflicts
- Training and coaching sales reps
- Managing processes
- Getting the sale!
Your sales team is the voice of your company. They may be responsible for prospecting, selling and managing existing customers. They control the dialogue with your market, gather feedback, and deliver on your value proposition and brand promise.
The sales team can make or break your marketing efforts. Even if you're not personally responsible for the sales team, it's important to understand their role and draw on that knowledge to create better marketing programs.
After all, sales and marketing serve one purpose: to generate revenue. They should be completely aligned in their understanding of customer needs, their messages, and the process they use to identify prospects, sell, close and manage.
Together with you we can assist you in developing, hiring and managing a sales team that will become a revenue generating vehicle with the right skills, experience and motivation to generate leads and close business opportunities.
Distribution channels are the pathways that companies use to sell their products to end-users. Business-to-business companies can sell through a single channel or through multiple channels that may include:
- Direct/sales team: One or more sales teams that you employ directly. You may use multiple teams that specialize in different products or customer segments.
- Value-added reseller (VAR): A VAR works with end-users to provide custom solutions that may include multiple products and services from different manufacturers.
- Consultant: A consultant develops relationships with companies and provides either specific or very broad services; they may recommend a manufacturer's product or simply purchase it to deliver a solution for the customer.
- Sales agents: You can outsource your sales function to a company that sells different manufacturers products to a group of similar customers in a specific territory.
- Deciding on the right Channel strategy for your business depends on the needs of your end users or buyers. If they need personalized service, you can utilize a local dealer network or reseller program to provide that service. If your users prefer to buy online, you can create an e-commerce website and fulfillment system and sell direct; you can also sell to another online retailer or a distributor to offer your product on their own sites.
- Distribution is the sum of the classic "4 Ps" of marketing - product, promotion, price, and placement - and a key element in your entire marketing strategy.
Competitive positioning empowers you to firmly establish market presence and focus on delivering a strategy that includes your:
- Market profile: size, competitors, stage of growth
- Customer segments: groups of prospects with similar wants & needs
- Competitive analysis: strengths, weaknesses, opportunities and threats in the landscape
- Positioning strategy: how you'll position your offering to focus on opportunities in the market.
- Value proposition: the type of value you'll deliver to the market
When your market recognizes the difference in your product or service offerings from that of your competition, it becomes much
easier to generate new prospects and successfully move them through the sales pipeline. Without differentiation, it requires
significantly more resources to persuade prospects to choose you, more often than not resulting in price competitions that decrease
margins and are extremely difficult to sustain over the long term.
Tebuma Consultants can help you to develop and implement your value proposition by analyzing the needs of your customers in
comparison to the value offered by both you and your competitors. This will help your company to differentiate and as such obtain a
larger market share.
A sales process is a defined series of steps you follow as you guide prospects through the sales pipeline from initial contact to
client. How do prospects buy your product or service? Does a single decision maker find a product and buy on the spot, or do they go
through many steps and approvals first? Perhaps there are multiple departments involved in the decision, each with its own needs?
A documented sales process is a flowchart that explains
- Each distinct step a prospect takes
- Knowledge the prospect needs to move to the next step
- Literature & tools you can provide to help the prospect move forward
- Length of time a prospect needs at each step
- Conversion rates: the percentage of prospects who move from one step to the next
With a documented sales process, you have a powerful tool that enables you to
- Sell more efficiently
- Generate more accurate sales and revenue reports
- Estimate the revenue and return on investment (ROI) of your marketing campaigns
- See which stages take the most time and find ways to move prospects forward
- Create better literature and tools
- Improve your campaigns
- Minimize the amount of time your reps spend on estimates and forecasts
Tebuma can help you to build and set-up a solid sales process so that you can increase you revenues and improve your margins.
Marketing Planning & Budget
A marketing plan is a detailed roadmap that outlines all your marketing strategies, tactics, activities, costs and projected results
over a period of time. The plan keeps your entire team focused on specific goals and is a critical resource for your entire company.
A good marketing plan typically includes:
- Financial goals
- Positioning strategy
- Brand strategy
- Product/service overview
- Detailed goals by product, distribution channel &/or customer segment
- Sales plan
- Major marketing campaigns
- Detailed budget
- Dates to review progress
It takes time to develop a solid plan, but it's important because it ties all of your activities to tangible goals. It is also a
great opportunity to focus on the future, generate new ideas, and inspire your team. Even a simple plan is better than no plan.
Tebuma consultants can assist you in analyzing and setting your annual goals, define your competitive position, your value
proposition and brand strategy, outline your major marketing campaigns, and develop your execution strategy.