Are you the "Best Choice" for your customers and employees?

Answer Our Eleven Questions to see how you’re doing with your customers, talent, and technology. If you’re not satisfied with any of your answers, call Lazorpoint today!

152 Things We Often Do to Drive Growth

152 Things We Often Do to Drive Growth … Description Value
Marketplace Services
Account Management Process & Guide Company wide process, training, systems, etc. to enable and facilitate large account management/pursuit Purposeful and productive large account sales and marketing
Account Pursuit Battle Plan Detailed, step by step process and metrics to drive key account pursuit Work basics complete, plus model and teach account management process
Target Account Program Overarching process for managing target accounts as a key aspect of a company's portfolio of pursuits Successful target account sales and marketing
Channel Program & Guide Protocol, procedures, templates, and support materials to make selling easy and successful for the channel Better results from the channel
Channel Realignment Analysis Analysis and correct alignment of the right products to the right markets through the right channels Better channel results
Dealer Development/Recruiting Program Program to identify, recruit, and retain the best dealers up to and including, if necessary, actual recruiting and signing activities Better dealer network
Distribution promotional programs Sales programs for improved focus and results in the channel Better channel sales
Distributor/Channel Development/Recruiting Program Program to identify, recruit, and retain the best distributors up to and including, if necessary, actual recruiting and signing activities Better channel network
Manufacturer Rep Development/Recruiting Program Program to identify, recruit, and retain the best manufacturers reps up to and including, if necessary, actual recruiting and signing activities Better manufacturers rep network
Indirect Force Sales Management Process Program for setting process, roles, objectives, metrics, follow and evaluation in an ongoing way for managing the channel Better channel accountability
Alliance Partner Development/Recruiting Process Program to identify, recruit, and retain the best alliance partners up to and including, if necessary, actual recruiting and signing activities Better alliance partner network
Store Development/Recruiting Program Prototype and incubate new distribution store as a model for future store growth Experienced, ad hoc resource to build, incubate, and drive new market opportunity
VAR/VAD Development/Recruiting Program Program to identify, recruit, and retain the best VAR/VAD up to and including, if necessary, actual recruiting and signing activities Better VAR/VAD network
Competitive Intelligence & Analysis Anonymous insight into the facts, approach, and edge of key competitors Better insight into customer options for strategy, and better tactical insights to win
Competitive Mystery Shop More detailed insight into the selling approach of key competitors and how they will attack built on actual contact and anonymous conversation with them Better planning and engagement foundation for selling
Competitive Selling Guide Perspectives and approaches for winning against competition More competitive wins
CRM Software Selection Independent evaluation and assist in selection of appropriate CRM system Better and more successful CRM implementation
SFA Implementation Independent evaluation and assist in selection of appropriate SFA system Better and more successful SFA implementation
Corporate Governance Plan Plan to identify how and by whom decisions of various kinds will be made at various levels of the business Clearer decision making and accountability
Customer Advisory Board Define, recruit, and drive customer advisory board to get it started Successful customer advisory board experience
Family and Small Business Transition Plan to cascade ownership from one generation or owner group to the other Better, cleaner goals and transition of ownership
Executive Mentoring One on one coaching of new sales, marketing, HR, technology, or other key executives Better executive results
Direct Mail Programs Lead generation leveraging direct mail and other direct media Lead generation
Script Development Creation of messaging for inside sales or telemarketers to create leads Lead generation
Lead Generation/Prospecting Create and develop engine for generation of new leads from cold prospect Lead generation
List Development Development of targeted account list, with the list vetted for correctness Lead generation
List Vetting and Assurance Quality assurance and checking of list for relevance, usefulness Lead generation
Outsourced Lead Generation Outsourced operation of Lazorpoint developed lead generation machine Lead generation
Ad Effectiveness Audit Assessment of advertising spending, return, effectiveness, and options Better marcomm results
Demonstration Development Development of targeted demonstration for use by sales force Better demos
Electronic Product Catalogs Development of targeted materials and programs for leverage by sales force Better sales results from marcomm investment
Executive Relationship Programs Development of targeted materials and programs for leverage by sales force Better sales results from marcomm investment
Image and Visibility Initiatives Development of targeted materials and programs for leverage by sales force Better sales results from marcomm investment
Sales Message Creation & Testing Development of targeted materials and programs for leverage by sales force Better sales results from marcomm investment
Major Event Planning & Development Development of targeted materials and programs for leverage by sales force Better sales results from marcomm investment
Marketing Communications Budgeting Strategic budget for better leverage of limited marketing communications dollars Better sales results from marcomm investment
Marketing Communications Planning Strategic plan for better leverage of limited marketing communications dollars Better sales results from marcomm investment
Naming Generation of naming and identity ideas for better branding Better sales results from marcomm investment
Newsletter Plan & Development Development of targeted materials and programs for leverage by sales force Better sales results from marcomm investment
Outsourced Marketing Communications Actual content development and materials production associated wit the development of marcomm Better sales results from marcomm investment
Presentation Development/Implementation Development and training associated with development of key standard or specific application presentation Better sales results from marcomm investment
Promotion Planning Creation and development of key special promotions to drive special opportunities Better sales results from marcomm investment
Proposal Process Improvement Assessment and improvement of proposal pursuit and development process including standards, roles, metrics, objectives, etc. Better lift from investment in proposal process
Sales Collateral Development Development and creation of sales collateral for special on general purposes Better sales results from marcomm investment
Selling Proof Point Capture & Package Capture and framing of key points of evidence for use by sales force in closing deals More effective sales calls
Signature Marketing Programs Development and execution of major, integrated marketing programs that build on content and generate image, signature, and customer selling kinds of opportunities Better sales results from marcomm investment
Single Frame Development Creation of single frame presentation that effectively tells the story in one slide Better sales results
Success Stories / Testimonials / Case Studies Capture and framing of success stories and client testimonials as sales aids Better marcomm and sales results
Thought Leadership Initiatives Creation of actual content central to proving a companies leadership position around a key theme in its business Better marcomm and sales results, and better service delivery through strengthened content
Trade Show Plan & Development Creation and execution of a custom plan to best leverage a key upcoming trade show opportunity Stronger results from trade show investment
Trade Show Process Improvement Development of a process for proactively managing trade shows more successfully Stronger results from trade show investment
Web Content Planning & Development Planning and creation of key web content for leveraging on web site Better, more strategically relevant web content
White paper creation Development of content rich white papers expressing positions and views as market collateral Content rich marketing material
Branding Development and execution of a branding plan to help drive a client's brand experience Improved brand
Competitive Response/War Gaming Specific planning for counterattack in the face of competitive activity Competitive win
Customer lifecycle management Evaluation and planning for better serving customers at various points in their lifecycle with your products Better product and customer matchups and sales success
Day in the Life/Voice of the Customer Capture and analysis of customer insights and experiences to create a "virtual video" that provides a framework for understanding and assessing market opportunity Better market decisions
Feasibility analysis Assessment of feasibility of entry into a proposed new market space Better decision about new product entry
Gap analysis Assessment of gaps requiring work in order for a new market entry or a market pursuit activity to succeed Improved success in selling
Go to Market strategy Plan of attack for pursuing and successfully closing a market opportunity Improved success in selling
Identity Creation of branding, identity elements, naming conventions, etc. to provide a consistent look and feel More powerful marcomm
Internal and external factors analysis Identification and planning for internal and external factors that will inhibit or propel a company's market success Better sales results
Leading Practice capture and catalog Capture and cataloguing of leading and smart practices as baseline demonstrating client's content expertise Better content and market attention and interest
Market and offering evaluation Evaluation of new acquisition candidate, new product offering, new service, etc. Better investment decisions
Market segmentation Assessment of market categories and striation into segments that can be pursued intelligently Better sales results
Market validation Evaluation of readiness of a market for pursuit and investment Better investment decisions
Marketing/sales steering committee Organization and facilitation of internal or external steering committees for marketing and sales Better sales guidance
Positioning Definition of the overarching message, feel, and tenor of communications to be leveraged in every communications situation Better marcomm results
Database marketing Creation and leverage of database information for better selling Better sales outcomes
Nurture planning and implementation Development of plan for nurture, including timetables, content, process, etc. Better nurture and sales results
Nurture programs Ad hoc nurture initiatives to support ad hoc market needs Better nurture and sales results
Business process outsourcing - comm Actual operation and ownership of company communications activities Better communications results
Business process outsourcing - mktg Actual operation and ownership of company marketing activities Better marketing results
Business process outsourcing - sales Actual operation and ownership of company sales activities Better sales results
Outsourced sales staffing Provision of key staff augmenting internal selling staff for key purposes Temporary talent and direction to help get started
Comparative pricing analysis Evaluation of pricing relative to competitors Confidence in pricing decisions
New offer proof of concept Taking a new offer to market in a limited frame, from strategy to outsourcing, to prove or disprove its right to investment before full commitment Confidence in investment decisions
New Product launch Taking a committed product/offering to market, from strategy to outsourcing, to prove how to most successful sell it Better sales results
New product/offer development Development of new product offering to meet the needs of a key marketplace Better product results
Product management Evaluation and management of a portfolio of products to minimize overlap, duplication, etc., and to assure leverage to the extent possible Better product results
Solution profiling Analysis and definition of a winning solution needed in marketplace, as defined by the Day in the Life Better product development results
Key hire recruiting and retention Specific recruiting or retention programs to secure or hold specific sales teams and other key hires Better performance
Team development Coaching and training aimed at making sales and other teams more effective and productive Better performance
Account service/customer sat surveys Survey a population of customers to determine how well those customers feel that they are being served -- probing on specific delivery issues Better delivery and service
Faux reference checking Anonymous phone surveying of some set of clients aimed at quickly understanding how and why a company wins or loses in the marketplace Better market and sales results
Market research Collection of secondary information and insights into a market, its sizing, its options, and its trends Better market planning and focus
New market investigation High level assessment of the feasibility and attractiveness of new market Better investment decisions
Sales benchmarking Evaluation of sales results versus competitor sales results relative to investment made Better sales investment decisions
Customer retention programs Special focus programs aimed at driving improved customer retention Better sales retention
Joint sales calls Ad hoc coaching and in call support for driving major account pursuits Better sales results
Major pursuit coaching Ad hoc coaching and behind the scenes support for major pursuits Better sales results
Pursuit profiling Development of pursuit profiles supporting account pursuits Better sales results
Referral programs Creation of programs to drive ongoing referrals from existing customer base Better sales results
Sales & Marketing Knowledge Base Development of a knowledge base of data, materials, etc. supporting the sales force and its efforts Better sales results
Sales management coaching Execution and modeling of sales management activities driving sales results Better sales results
Sales program development Development of special programs aimed at driving specific sales in specific markets Better sales results
Sales ready messaging Development of messaging for sales force leverage and use Better sales results
Team selling Facilitation of team selling model and approach Better target account results
Training Ongoing training and development of key skills and competencies Better sales results
Forecasting Development of process for forecasting revenue into the business Better sales management
Sales action plan project management Overall project management for execution of sales action plan Better sales results
Sales action planning Creation of attack plan for improving sales results and outcomes Better sales results
Sales administration Management of mailing, database updating, vetting, etc. for a lead generation program Better lead generation
Sales analysis Evaluation of sales sources, trends, successes, obstacles, etc. Better sales management
Sales blueprint development Development of sales blueprint or template guiding company sales activities Better sales management
Sales budgeting Evaluation of sales budget and planning for sales expenditures Better sales management
Sales force effectiveness Evaluation of sales force and its effectiveness, and gaps for improvement Better sales results
Sales operations effectiveness Evaluation of sales force and its related sales support apparatus, and its effectiveness, and gaps for improvement Better sales results
Sales planning Planning for the sources of sales revenue to meet sales plan Better sales results
Sales process definition and framework Development and framing of the sales process and framework for winning Better sale results
Sales process roadmap Development of sales process roadmap with steps, metrics, roles, accountability, standards, etc. Better sales results
Sales reporting Creation and maintenance of sales management and tracking reports Better sales management
Sales templating See sales process roadmap Better sales results
Sales turnaround strategy Planning and execution for turning around failing sales strategy Better sales results
Territory balancing Evaluation and assignment of territory by potential and coverage ease Better sales results
Territory management Development and training for a process that will get more leverage from territory activities Better sales results
Win Loss reviews Evaluation of wins and losses, and what is driving each in pursuits Better sales results
Brainstorming/ideation sessions Development of new product and service ideas, for broad application, or for specific client delivery Better sales results
Business planning Development of business plan for creating/leveraging a business opportunity Better investment support
Business strategy Facilitation, documentation, and project management for driving a new business strategy into the business Better sales results
Market innovation Development of a new approach in the marketplace for meeting a key market need Better sales results
Strategic planning See business strategy Better sales results
Executive strategy training Educate executive team in how to most effectively lead and drive strategy process Better strategic planning outcomes
SWOT inventory Facilitate assessment of organization strengths, weaknesses, opportunities, and threats Better strategic planning outcomes
Visioning Facilitate executive team visioning on direction and futures of the organization More innovative strategic planning outcomes
Workplace Services
Business conduct Training and programs to assure ethics, compliance, etc. in the workforce Less vulnerability from sales force activities
Conflict management and resolution Training and programs to help lessen and manage conflict outside of litigious settings Less vulnerability from sales force activities
Employee satisfaction and issues survey Evaluation of internal issues and satisfaction in driving key client results Better focus and resolution of thorny internal issues
Internal and cultural communications Evaluation and planning for improved internal and cultural communications Better focus and resolution of thorny internal issues
Performance standards Definition of metrics and standards for appropriate sales success Better sales results
Post merger salesforce consolidation Better integration of sales force from two merging sales teams Better integration of sales teams
Competency development Definition of key competencies required in a work force for training, measurement, and recruiting purposes Better work force hiring and development
Sales curriculum design Development of sales training curriculum to fulfill key competency and other requirements Better sales force training
Employee handbook Outlining key requirements for all employees to meet policy and strategy requirements Better work force training and development
Work force assessment Evaluation of sales force and other work force elements to evaluate appropriateness for the tasks at hand Better workforce results
Work force communications Communications of key initiatives and requirements to the work force Better workforce results
Sales force design Framing and planning for optimal sales force design Better sales results
Sales goal setting See performance standards Better sales results
Sales meeting facilitation/management Facilitation and framing of sales meetings to yield results desired Better sales meeting results
Sales onboarding Facilitation of onboarding of new sales hires into the sales force Better sales force startup
Sales performance management Ongoing management of performance for sales teams Better sales results
Workplace compliance (diversity, harassment, violence, etc.) Evaluation and planning to assure ongoing compliance with workplace compliance requirements Better teams
Workplace investigations Investigation of allegations that compliance requirements were not adhered to Better teams
Succession planning Planning and development of succession plan for ongoing management post key manager death or absence Better continuity
Technology Services
Inventory management process Analyze and improve the materials management process, from ordering through receiving through shipment Reduced inventory and improved workflow within the warehouse
Shop floor process improvement Analyze and improve the shop floor processes Streamlined workflow, reduction in missed (late) and incorrect (wrong item) shipments
Financial and Operational reporting Understand, gather, build and disseminate information throughout the organization Reduced time spent manually gathering, creating reports and analyzing data
IT Roadmap and Steering Committee Based on the business goals, create a 1-3 year outlook and plan for more effectively leveraging technology to enable growth Less thrashing, higher ROI, purposeful and successful IT investments
Peace of Mind Support (remote and on-site), Preventative maintenance and monitoring Functional systems that work when you need them, resulting in less stress and reduced costs
Security reviews Analyze and recommend solutions for improved information security Lower risk, more reliable and secure systems
Corporate Portals Design and implement portals Improved communications, single source for information, reduced time spent looking for files
Dashboards Design, build and deploy displays that make executive information accessible and easy to understand – anywhere At-a-glance visibility into key business indicators and their relevance
Mobile computing From laptops to tablet PCs to handhelds to mobile phones and PDAs, designing and building solutions that enable your team to accomplish more in less time no matter where they work Productivity everywhere, no matter where and how your people work.
Voice over IP Define, evaluate, design, source, and implement VOIP systems that leverage the internet for efficient and powerful voice and data communications Flexible, efficient, and powerful applications for better selling and serving customers
Messaging and Collaboration Build systems that enable clear daily communication and collaboration among and between work teams Clear communications and smart results from collaborative efforts
Branch Office Computing Distributed computing environment for local, more powerful, and more cost effective computing infrastructure More power for less cost
Web-based Applications Access anywhere, run cost effectively applications for better delivering service and selling to customers in a variety of forms More power for less cost
Knowledgebase Development Systems to provide better access and leverage of precious but usually untapped stores of vital organizational knowledge Better leverage and customer service
Document Management Systems to better archive, manage, and retrieve precious but hard to find vital documents in the business Better service for lower cost