Sales Performance.ca

Toronto, Canada — Apr 10, 2012 / (http://www.myprgenie.com) — New Social Business Platform Nimble Transforms the Way People Manage Relationships

Sales Performance.ca has announced their solution partnership with Nimble. Nimble is a Social Business Platform that combines relationship management and social engagement into an affordable web-based solution. It integrates LinkedIn, Facebook, Twitter, Google, …

To see complete press release click here

Have you ever heard of the cost of “Lost Opportunity”? It’s a vital concept to understand. In fact I would assert that the Cost of Lost Opportunity is likely greater than your total sales for the year. The problem is that it’s invisible.

Lost Opportunity usually comes from a poor sales process, slow decision making, not converting opportunities and most important not knowing about opportunity that should be in your sales pipeline.

This is a topic worth a lot of exploration. In today’s blog I’m going to share one message and a story to illustrate it.

The message is, when faced with a decision to buy something or to do something – if it has any magnitude to it, do it now.

Example One:

A few years ago we approached a customer who became a really good customer. Their relationship lasts to this day. But here is the interesting part. We approached them to do some process improvement work. After about a year of communication and deliberating, they hired us. After three months of work, the improvement was in place. The customer calculated that the new level of performance was worth about $300,000 in contribution profit annually. They didn’t pay us anywhere near that figure so it was a great case study with a good ROI for the customer. But think about it for a moment. If the gain was +$300K; what was the cost of decision delay? ($300K for the year of decision delay).

In a coming post, I’ll give another example of the Cost of Lost Opportunity.

Be decisive. Yes or no is always better than maybe.