Can Sales Conversion Programs increase
the win rates that my sales force is experiencing?
By identifying the common denominators of success in hundreds of
sales cycles that have recently been conducted by you and your
competitors, Mueller International is able to help you distill the
precise set of actions that actually cause a win to occur.
Conversely, we can identify the actions that "turn off"
your prospects and cause you to lose sales. Once this essence of
"win/loss" is established, it is fairly straightforward
to design and institutionalize practices that replicate successful
actions and eliminate unsuccessful ones. In many cases, this has
improved the overall productivity of our clients' sales forces by
as much as 600% and reduced the length of the sales cycle by as
much as 65%.
For more information on how to increase win rates and shorten
sales cycle time frames, review our Sales
do you increase a sales closing ratio percentage in head-to-head
increase the win rate by implementing a Sales
Conversion Program. Here, we begin by completing a very
thorough analysis of a client's sales closing process and the
sales closing process of the client's competitors. We investigate
where a client has (1) competed and won, (2) competed and lost,
and (3) where a deal closed in the client's target market, but the
client did not get an opportunity to compete for the opportunity.
This process uncovers the precise set of circumstances that led
to the company's current win ratio, and it reveals what programs,
processes, strategies, and tactics need to be implemented to
increase the win rate in head-to-head competition. The Sales
Conversion Program also deals with the process for creating sole
source opportunities so you can keep the competition out of the
sales process altogether.
Mueller International has documented more than 2000 Case
Studies of our client programs in action, including the winning
sales closing strategies and tactics that bring in the deals. You
can receive a presentation on our Sales
Conversion Program technologies or a customized presentation
from over 2000 Case Studies.
you offer E-commerce
Yes, Mueller International can offer E-commerce solutions that
range from simple on-line ordering of a single service or product
to state-of-the-art, secure, and completely automated multiple
transaction shopping cart applications. Our innovative service
provides a range of payment programs that work with the existing
transaction systems of financial institutions to be easily
incorporated into your existing structure. Our technology reduces
fraud by checking multiple fields of information to confirm
legitimacy of the on-line credit card transaction, as well as
enabling state-of-the-art e-mail and credit card encryption if
desired. Whatever the level of E-commerce you aim for, Mueller
International has the effective solution for you.
you market internationally?
Mueller International conducts international programs for our
clients and functions in 22 countries today. We have offices
all throughout North America and Europe. We service our global
accounts, including the Pacific Rim, from these locations.
For help with your international marketing, complete our Web
Response Form and indicate the countries of interest to you.
Can one creative concept be used
usually. There are diverse cultural differences from country to
country that can make an appealing message in one country very
unappealing in another. One product, service, or solution line may
have several different versions to accommodate a worldwide
strategy. Understanding the key differences by geography, country,
and culture is extremely important in driving maximum demand and
sales for products, services, and solutions globally.
Mueller International has developed a proprietary creative
process than enables us to "Know Before You Go" so that
there are no surprises or embarrassments when implementing
multi-national campaigns. In this way, the maximum demand possible
can be generated from each region, country, and target market.
This process includes in-person field testing in each region,
one-on-one with qualified decision-makers in the target market. We
can predict the outcome of campaigns before we implement them. We
can incorporate market input into revised designs so that the
program messages, graphics, and response potential can be
fine-tuned for maximum impact.
If you would like a detailed presentation on the Mueller
International creative development process, including case studies
from multi-national campaigns, check out our special
offers section of the Web site.
Where is your international team
have international sales and marketing team members in each of our
locations around the world. Based upon the programs you need and
the countries where the programs will be implemented, a dedicated
account team is assigned to service and implement the programs. We
have large production facilities and consulting offices in North
America and Europe, so many of our international team members are
based in these locations. We establish additional offices wherever
we have large centers of client activity.
All programs are implemented by nationals of the countries in
which the program is being implemented. Also, all primary market
research services that require face-to-face contact with qualified
decision-makers are conducted locally, in their respective
countries, by Mueller International employees that are nationals
of the country in which the program is being implemented.
We do NOT broker the delivery of our services to other
companies. All multi-national programs are conceived, developed,
conducted, and implemented by employees of Mueller International.
The international team represents more than 100 individuals
worldwide. For help with your international marketing, complete
our Web Response Form and
indicate the countries of interest to you.
is the cost per lead?
per lead vary based upon all the factors that influence a cost per
lead, and there are many factors that influence this. For example,
how many qualified buyers exist in the market for the product,
service, or solution being promoted? Are there millions of
qualified buyers or only 50 throughout the entire world? A
fully-integrated outsourcing contract worth several billion
dollars in revenue has a higher cost per lead than a low-end
software product sold one-per-customer to consumers, or industrial
component products sold for a few cents per component, but where
several million are sold at one time. Also, what about the country
in which the program is being implemented? There are different
costs per lead in each program around the world since no two
infrastructures are alike, and the infrastructure of a country
also impacts the cost per lead. Other factors that influence the
cost per lead include:
This is just a small sampling of the factors that influence the
cost per lead. The cost per lead could vary from a few dollars to
several hundred and even thousands of dollars per opportunity.
- Program time frame
- Lead volumes required within
that time frame
- Lead qualification
characteristics (the number of parameters that define a Class
- Decision-maker functional title
- Final decision-maker functional
- Status of company in the target
- Market share of company in the
product, service, or solution line being marketed
- Market awareness
- Product life cycle (e.g., new
product entry, mid-life product planning, or exit strategy for
end-of-life product planning)
If you would like help planning your cost per lead, we have
perfected the planning process and can assist you with the
specific plans, figures, and numbers that enable you to know the
cost per lead for your program(s) anywhere in the world. Review
our Special Offer #6.
owns the database you develop?
do. Your company is the sole owner of all database information and
information systems developed for your company. No other company
or individual has access to the information system without
specific authorization from you.
Databases and information systems reside in the formats
requested by the client, and they are located in the areas you
designate. Access to the information systems can be established so
that sales and marketing teams can access their information, or
any portions of the database, per their authorization codes.
Web-enabled applications can be developed to maximize authorized
access worldwide. Special customers and distribution channels
partners of your company can also be provided access to specific
information system modules or applications based upon the
authorization level you provide.
The most important thing to remember about the development of
information systems is this: Any qualified Class "A"
buyer for your organization can be identified and pulled into your
sales pipeline. So what is your definition of a Class
"A" buyer? How many would you like identified and when?
We'll be happy to find them for you. See our Database
Development Services section of our Web site for further
details about this important service.
Do you provide marketing training?
we train international sales and marketing teams at each level of
implementation. Training services represent a significant portion
of the Mueller International revenues.
Our training programs include several modules that can be selected
by subject. Customized training programs can be developed and
deployed worldwide. The training format includes initial training
classes to provide the knowledge base and then ongoing follow-up
and interface with individual training participants to ensure that
the data is being applied correctly.
- For organizations that require
training of marketing team members, we provide extensive
training in every aspect of the Integrated Sales and Marketing
System. The result of this program is increasing the ROI from
the investments made in marketing communications programs
(both broad-based and tactical).
- For individuals and
organizations focused upon sales, we provide extensive
training on sales closing and sales conversion technologies
that increase the win rates and shorten the sales cycle time
- For the team members
responsible for the distribution channels, we provide training
in channels selection, recruiting, activation, and management.
For assistance with any aspect of sales or marketing training,
complete our Web Response Form.
Who would be assigned to our account?
International has developed an Account Management System that
provides an effective administrative system and set of processes
to facilitate the management of client programs and accounts. Each
program is assigned a set of team members that are dedicated to
the client account. The Account Management team consists of the
following expertise groups:
Review information on our Marketing
- Senior Consultants –
Each project is assigned a team of senior marketing
consultants that are technical experts in your industry,
products, services, and solutions. This team functions as the
key strategic arm in the development of the marketing plans,
programs, strategies, and tactics for each client initiative.
- Market Analysts – Each
project has a team of market analysts that understand the
market, provide additional market research data to validate
strategic direction, and provide ongoing analysis and
recommendations based upon industry data, trends, and
- Account Managers –
Each project is assigned a team of account managers that
handle all administrative details connected with a program,
including communications, reporting, logistics, scheduling,
and the coordination and handling of all planned and ad hoc
client requests on a daily basis.
- Creative Team – Each
project is assigned a team of creative strategists (the
"idea" people): copywriters, and graphic designers.
All campaign components, including marketing communications
programs, promotions, presentations, collateral, advertising
layouts, etc., go through a detailed process of design
rendering using the highest quality production standards,
using Iris technology. Campaigns are field tested for
workability so that all design finalists are proven campaigns
that will generate response and achieve client objectives.
- Information Technology Team
– Each project is assigned a team of Information Technology
(IT) professionals that handle database development,
infrastructure development, and programming. In conjunction
with the IT setup for a program, each project also has a data
entry and proofreading team. The IT department is the backbone
of the Integrated Sales and Marketing System, as it provides
the framework and repository of all marketing and sales
information. This provides a memory that facilitates the
optimum strategic planning and implementation tactics for a
- Production Team – Each
project is assigned a team of delivery personnel that produces
the campaigns – a production team. For example, a
telemarketing program includes Senior Telemarketing Managers,
Telemarketing Professionals, and Telecontact Relationship
Managers. Each type of direct mail program includes Operations
Managers, Supervisors, and Mail Room Production staff.
Advertising campaigns include Media Buyers, Media Planners,
and a Design team; and so on.
long does it take to implement a program? How long before we can
have new leads in our pipeline? How long does it take to recruit a
necessary, lead generation can begin within one week. However, we
prefer a "Know Before You Go" planning phase where an
optimum plan is devised prior to initiating programs.
When the timing is critical, though, and new business
opportunities are needed immediately, we implement parallel
programs. We begin demand generation to generate Class
"A" leads immediately. We simultaneously implement the
proper research and planning phase.
For North America, a comprehensive planning process ranges
between 4-8 weeks. For a worldwide strategy implemented in Europe,
the Pacific Rim, and North America simultaneously, the planning
process ranges between 8-12 weeks.
The optimum time for creative development is approximately 4
Any program can be accelerated. Let us know your scheduling
needs, and we will provide a scheduling recommendation that is
appropriate for your business.
Check out our Special Offers.
Another good place to begin is with a review of our Marketing