Process Improvement in Marketing and Sales Can Boost Accountability

Authors offer seven steps for competitive marketing and sales advantage.

Santa Clara, CA (PRWEB) April 4, 2007 -- Authors Mitchell Goozé and Ralph Mroz, know that the key to ensuring a company's long-term competitive advantage is to have accountability in marketing and alignment between sales and marketing to produce sustainable competitive advantage.

The authors of the new book, Value Acceleration: The Secrets to Building An Unbeatable Competitive Advantage, have outlined the Seven Steps to Value Acceleration below:

1. Think process:

Most companies still think about their marketing and sales activities in a disconnected manner. Marketing/Sales is a process, just like any other business process.

2. Understand the external environment:

Successful companies develop processes to monitor and predict the external environment so they can adapt their strategy to optimize their chance of success.

3. Have a strategy:

The key to a successful strategy is to identify the strategic direction that allows the company to take advantage of their enablers while also overcoming the obstacles. The strategy should be a unique, customer-focused direction that allows the company to achieve its goal.

4. Understand your value differentiation:

What can customers buy from your company they don't believe they can buy from any other company? What is your competitive differentiation? Without knowing what your value difference is, your sales team cannot succeed, and sales will suffer.

5. Translate that value into products/services:

Knowing what to bring to market increases new product/service success rates and maximizes the return on this critical investment.

6. Develop a sales process that helps the right customers buy right:

Too many companies create sales process that are either convenient for them; efficiently use their sales organization; or attempt to get customers to buy when the company needs them to buy, as opposed to when the customer wants to buy.

7. Continue to improve:

Learn to use proven process management principles like lean thinking, constraint analysis, and continuous improvement to maintain a competitive edge and you will continue to accelerate the value creation and competitive gap between your company and the rest of the pack.

Interested readers or reviewers are encouraged to download an online-only bonus chapter by hitting the link - http://www.valueacceleration.com/bonus.shtml .

Goozé and Mroz's ChangeThis Manifesto, "The State of Competitive Advantage" can be found at http://www.changethis.com/31.05.CompetitiveAdvantage .

Goozé and Mroz are available for interview, and reviewer copies of the book are also available upon request.

About Customer Manufacturing Group, Inc.:

Additional information can be found at http://customermanufacturing.com/ , or by contacting Mitchell Goozé at mgooze @ customermfg.com - 408-496-4585.

For review copies of Value Acceleration - please contact Nettie Hartsock - nettie@valueacceleration.com or 512-396-1067.

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