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Launch Team Blog

Building Your Team through New Capabilities in Sales Process & B2B Marketing Strategy

You may have seen our recent announcement that Launch Team has acquired One Down Consulting Group. It has come together fast, but was a long time in the making.

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Topics: Company News, Sales, Marketing and Sales Alignment, CRM implementation

Marketing Metrics Play a Role in Marketing & Sales Alignment

I often hear from companies that their marketing team collects data for data's sake—that they are mired in the minutia of marketing analytics, which have little to no impact on the sales team. The marketing team in turn complains that the sales team doesn't take the time to put the data into the CRM, nor do they learn to use the CRM well enough to make use of the available data. The finger pointing is cyclical and can leave leadership in a quandary. In this case, I believe it is up to the marketer to prove the value of the data to the sales team.

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Topics: Marketing Metrics, Sales, Marketing and Sales Alignment

Do You Need a Salesforce.com Implementation Partner or a Consultant?

One of the main decisions an Executive has to make regarding Salesforce.com is who is going to implement and support your solution. I have been in this space since 2001 and, in general, I see two different types of implementation partners: firms that lead with tech and firms that lead with consulting. The question is, which is right for you?

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Topics: Sales, CRM implementation

Maximizing 2017 in the 4Q: Tips to Optimize Your Revenue and Profits

Quick Wins for the Last Quarter

Welcome to 4Q, where we’re planning for 2018 while trying to close out 2017 strong. Especially in sales and marketing for manufacturing, where we’re balancing capacity, booked revenue and shipped revenue targets, it’s a challenging time. For better sales and marketing alignment and a stronger close to the year, here are some key questions to ask your team:

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Topics: Sales, Strategic Planning, Marketing and Sales Alignment

Are You Ready for Salesforce Lightning?

Salesforce.com has been talking about Lightning for over a year. It is on the way, and now is the time to start planning for it. 

We have found that moving organizations to Lightning can help to realign Salesforce with their process and invigorate users, which leads to better adoption. The new features also are creating efficiencies for both management and users. 

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Topics: Sales, CRM implementation

Salesforce Named #1 in CRM Applications

When Salesforce began in a San Francisco apartment 18 years ago, who would have imagined that today more than 150,000 customers would trust Salesforce to drive sales, service, marketing, and more every single day? In fact, every month, our customers facilitate more than 50 billion interactions powered by Salesforce.

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Topics: Sales, CRM implementation

The CEO as Sales Manager: Asking the Right Questions

In growing small and mid-sized companies, the CEO is often the company’s best salesperson. As the company grows, so does the sales team, but the CEO seldom is able to totally abdicate a role in sales.

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Topics: Sales

Entrepreneur to Entrepreneur: Scalable Sales & Marketing Models

At a recent panel discussion, I was asked to share experiences in sales and marketing with an audience of Entrepreneurs’ Organization accelerator founders, along with fellow panelists Don Davis of Empire Automation Systems and Ron Valentine of ITX.

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Topics: Business Insights, Marketing Strategy, Sales

How to Sell to Medical Device Companies

Opportunities and Challenges

For optics and other component manufacturers, medical devices represent a strong opportunity—especially for those who need to diversify their revenue base from DoD.

The US medical device market growth rate has slowed in recent years; it’s projected at 6.1% for 2017. There are several factors slowing growth and innovation in US healthcare, including:

  • The repeal and reform of the Affordable Care Act, and post-election uncertainty
  • Iterative product innovation to speed product launch, reduce FDA hurdles, and reduce risk
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Topics: Medical Device, Sales

Want to Maximize Trade Show ROI? Nail Your Pre-Show Strategy

Occasionally we hear companies say that attending or exhibiting at trade shows brought them little ROI. The first question we ask is, “How many appointments with prospects did you have set up beforehand?” Frequently the answer is none. Hoping that prospects with a need will drop by your booth during the show, whether or not they are familiar with your company beforehand, is simply not enough.

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Topics: Trade Show Strategy, Sales