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                  Dallas (USA) - Tokyo - London

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Are you in a situation similar to one of these ? c

If you'd like to discuss how these situations were resolved, or to discuss your own situation, contact MAP / Dan Harris at the phone or email below.

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-- While overall sales department performance was OK, each of the 6 sales teams was erratic.  The Japan CEO had left sales dept management to the head of sales.  Investigation showed that the firmfs global methods were not in use. gJapan is unique, those methods donft apply here.h

 

-- A country manager new to China was tasked by regional HQ with growing sales faster.  His China staff told her that all new contacts had to be through introductions, but could not explain their system for getting such.  Marketing consisted of ads in trade magazines for gimage buildingh, and glitzy booths at two trade shows.

 

-- The head of a US start-up struggled to get sales going.  He had a technical background and very little experience with B2B selling.  His salesmanfs lead generation was insufficient, phone calling minimal.  gI donft want him to be a pushy salesman on the phone.h

 

-- Europe sales last year were good, at 12% growth. Now HQ wants 17% growth. How to do it?

-- Europe sales last year were very good, at 17% growth. Now HQ wants 22%. How to do it?

 

-- Marketing Dept complained that Sales Dept doesnft follow up 80% of leads handed over.  Sales Dept complained that leads from Marketing are a waste of time.

 

-- The sales department manager was puzzled.  The sales training done earlier this year generated more sales, but just for a few months. He began to suspect his sales staff had reverted to prior ways of working.  How could he get permanent improvement?

 

-- The Japan sales department was a chaotic gblack boxh to the country manager.  Sales forecasts were inaccurate, sales cycles were longer than elsewhere, entertainment expenses were very high, each team leader had his own methods.  gIn Japan, everything is bottoms-up, so we have to focus on the customerfs working-level middle managersh, said the sales manager.

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If you'd like to discuss how these situations were resolved, or to discuss your own situation, contact MAP / Dan Harris at the email below.

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MAP / Market Action Partners                  Dallas (USA) - Tokyo - London

    Email dan.harris (at mark) mapjpn.com     Dan Harris, principal

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