Landing a new account is a lot like landing the perfect fish. Before you can fish successfully, you need to decide what type of fish you are after, where they can be found, and what type of bait and fishing method works best to hook them. Similarly, a key to successfully generating high-quality leads is... Continue Reading →
Most B2B markets are highly competitive, and growing your market share through new business development is critical to continued success. Of course, we’ve just stated the obvious. Companies understand the importance of new business development, but many businesses are struggling to effectively implement strategies that consistently lead to new sales.
In a highly competitive global market, the long-term success of a company is determined by its ability to find a competitive advantage over its rivals. Finding a space within the industry that isn’t being exploited or a space were your business excels will give you a competitive advantage. It could be your company’s product line,... Continue Reading →
Lead generation is one part of a successful front-end sales process. To get a consistent flow of the "right" type of leads, you need to have a strategy. In fact, companies that have a strategy around lead generation achieve 133% more revenue over what was planned. This infographic demonstrates the importance of having a lead... Continue Reading →
A year ago, we couldn’t have imagined the tumultuous ride ahead of us when, without warning, the COVID-19 pandemic took “business as usual” and turned it on its head. Manufacturers needed to adapt quickly. Flexibility, ingenuity, and persistence helped many not only survive but prosper. We are looking back on the past year to see... Continue Reading →
We recently published a new case study about a plastics injection molder that was struggling with using a traditional sales model. A traditional sales model relies on sales people to "hunt" for new business. In the case of this company, the director of sales had an aggressive growth plan and his salespeople couldn't bring in... Continue Reading →
https://youtu.be/qtfFDKmiawo Anderson Global, located in Muskegon Heights, MI, is a provider of tooling design, engineering, prototype, and production tooling and casting solutions to foundries and manufacturers of complex products. Athena's process helped Anderson Global closed a $70,000 sale in three months, grew its pipeline to $1.2M, and provided visibility to the sales pipeline activities. Read... Continue Reading →
Back in early March 2020, you might not have imagined that you’d be thrust into a new way of doing business. Some traditional sales and marketing activities, such as trade shows and networking events, will take some time to return, and although other activities may be happening, such as conducting face-to-face meetings, many companies are... Continue Reading →
We are excited to announce the launch of our new and completely redesigned website! Created with the user experience in mind, our new website offers a modern design, easy navigation, improved functionality, and enhanced resources. A great deal of attention was placed on creating content that brings to life Athena’s process offerings and highlights our... Continue Reading →
Client ProfileAnderson Global, located in Muskegon Heights, MI, provides tooling design, engineering, prototype, and production tooling and casting solutions for foundries and manufacturers of complex products. Business SituationWhen Chris Hubert, Anderson Global’s executive vice president of aerospace, engineering, systems and global business development, joined the company, he was tasked with growing sales in the markets... Continue Reading →
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