Handle all of this customer management and territory management information
electronically.
- Projecting results
Even with good target marketing in place, projecting results is a numbers game.
The difference is that your results will be increased usually by 3–5 times by
targeting your marketing activity.
Whether you are making physical cold calls or telemarketing, a rule of
thumb for projecting results is:30 Cold Calls
10–12 Appointments
6–7 Follow-ups
3–5 Sales
For example:
ACT! A contact management product from SYMANTEC is an excellent
example. As well, they market a suite of business utility and sales
territory management products that will interface with ACT!
Visit the ACT! Web site for more information 35Hwww.actaddons.com
Such software makes it much easier to edit the information or produce
mailing lists. The salesperson will be able to interface the central
database with a laptop computer or a hand-held data collection tool.