Houston, TX (PRWEB) November 6, 2008 -- For the past three years, Ephor Group has conducted quarterly research surveys for entrepreneurs who want to know whether their marketing and sales resources were spent effectively.
These reports have been downloaded by thousands of small businesses every year. Key findings include:
1. Marketing effectiveness by cost-per-lead and by new customer lead source. Did you know that more than 50% of B2B buying decisions depend on an established relationship such as a trusted advisor or peer?
2. Go-To-Market Planning Exercise - Developing a Go-To-Market strategy and roadmap that includes primary market research and benchmarking leads to lower customer acquisition costs compared to competitors and substitutes.
3. Partnering Best Practices This brief outlines partnering best practices and a lock-step program for establishing significant partner relationships. Did you know that 80% percent of new clients for labor intensive service businesses with annual revenues less than $5M are from referrals and networking? Partnerships are the key to moving beyond 1:1 selling to 1-to-Many.
4. Best-in-Class Customer Acquisition Model including how-to transform an event-oriented sales approach into an efficient system that is scalable, consistent, and cost-effective. The majority of small businesses have a cyclical and unplanned customer acquisition model which prevents consistent growth, results in higher cost-of-sales (anything above 25% is excessive), under utilization of resources, and a long sales cycle.
5. Corporate Development Revenue Acquisition Plan which includes corporate development best practices.
As labor markets tighten sales processes will be based on availability of resources; however, this threat can be mitigated with a multi-pronged sales channel approach.
Fast-growth companies need partnerships to fund direct sales models beyond founders and initial employees. Overtime, companies with multiple sales channels have more robust sales pipelines with shorter sales cycles, the entire workforce is more productive, and the business model provides higher profits than alternatives.
Ephor Group’s marketing secrets and best practices are taken from primary research, online surveys and first-hand knowledge and only apply to business-to-business (B2B) focused, labor-intensive companies selling to small and medium sized businesses (SMBs).
Download the complimentary reports at: http://www.ephorgroup.com/download_revenue_best_practices.asp
About Ephor Group
Ephor Group makes emerging enterprise investable thus creating wealth for founders and all stakeholders. Our approach is proven, pragmatic, and performance oriented. Our proven methodology, the Perform Business Process™ fills in the gaps where functional expertise and capital are constraining the business. Ephor has a deep track record for creating wealth for founders and all constituents.