'Guerrilla Selling' Reduces Sales Costs and Squeezes the Selling Cycle

Apr 17, 2001, 01:00 ET from McCain and Associates, Inc.

    ALEXANDRIA, Va., April 17 /PRNewswire/ -- Selling high value Information
 Technology (IT) services and products is a very difficult challenge for
 companies all over the world. It is an expensive and time-consuming
 enterprise. Every company in the world wants to reduce their selling cost and
 compress their sales cycle, while gaining greater volumes of sales.
     McCain and Associates, Inc. (MAI) has developed a concept to gain large
 dollar value IT orders while cutting sales costs and shortening the selling
 cycle. MAI calls it "Guerrilla Selling."
     "Guerrilla Selling" reduces your selling costs by 30%. Selling costs are
 diminished by using MBA Sales executives from India working with USA Sales
 Executives. MAI uses a "Team Selling" concept which focuses a sales effort on
 a single market niche in a single geography; i.e. Financial Services in New
 York city. MAI does your marketing work in India and your selling in the US.
 MAI attacks the client base of your two main competitors for that niche and
 geography.
     "Guerrilla Selling" compresses your Sales cycle by 50% -- to 5 to 6 months
 of elapsed time. MAI dramatically compresses the "Suspect" and "Prospect"
 cycle of the IT selling cycle. MAI squeezes the selling cycle by assigning
 more capable and qualified man power than is normally cost effective; i.e.
 Where a US firm can afford to assign one person, MAI assigns five people. And
 most likely, MAI is already selling into that Market niche.
     It is nearly as difficult to sell an order valued at $10,000, as it is to
 sell an order for $1,000,000. So, MAI focuses on the larger orders.
     Historically, it takes from 9 to 12 months for a Direct Field Sales person
 to develop and gain an IT sale of $1,000,000. That is the elapsed time from
 "Suspect" through "Prospect" to "Contract."
     A "Rule of Thumb" in Selling IT Systems is the "When you knock on 100
 doors of Opportunity -- 10 doors will open -- 4 of the doors will ask for a
 proposal -- and 2 doors will become orders." The 100 doors are the "Suspects"
 for the IT sale. The 10 doors extracted are the "Prospects" for the Sale. And
 the 2 doors that Order are the "Contract" results of the selling effort.
     McCain and Associates, Inc. announced the launch of "Guerrilla Selling"
 services to sell High Value Information Technology (IT) Service and products
 for MAI clients in the US and Europe.
     On your request, McCain and Associates, Inc. will send you a "Sample Sales
 Plan" and questionnaire.
 
     MAI is an international boutique Sales and Marketing company the arranges
 "Global Partnerships for Sales and Marketing plus IT Staffing. The nuance of
 "Global Partnerships" makes the IT staffing (Technical or Sales) a success
 rather than a gamble normal associated with recruiting and hiring IT
 employees.
 
     McCain and Associates, Inc., founded in 1981, have successfully arranged
 major partnerships in the US, Europe, Japan and India. More information is
 available at the web site http://www.mccain-associates.com or call
 703-836-3335.
 
 

SOURCE McCain and Associates, Inc.
    ALEXANDRIA, Va., April 17 /PRNewswire/ -- Selling high value Information
 Technology (IT) services and products is a very difficult challenge for
 companies all over the world. It is an expensive and time-consuming
 enterprise. Every company in the world wants to reduce their selling cost and
 compress their sales cycle, while gaining greater volumes of sales.
     McCain and Associates, Inc. (MAI) has developed a concept to gain large
 dollar value IT orders while cutting sales costs and shortening the selling
 cycle. MAI calls it "Guerrilla Selling."
     "Guerrilla Selling" reduces your selling costs by 30%. Selling costs are
 diminished by using MBA Sales executives from India working with USA Sales
 Executives. MAI uses a "Team Selling" concept which focuses a sales effort on
 a single market niche in a single geography; i.e. Financial Services in New
 York city. MAI does your marketing work in India and your selling in the US.
 MAI attacks the client base of your two main competitors for that niche and
 geography.
     "Guerrilla Selling" compresses your Sales cycle by 50% -- to 5 to 6 months
 of elapsed time. MAI dramatically compresses the "Suspect" and "Prospect"
 cycle of the IT selling cycle. MAI squeezes the selling cycle by assigning
 more capable and qualified man power than is normally cost effective; i.e.
 Where a US firm can afford to assign one person, MAI assigns five people. And
 most likely, MAI is already selling into that Market niche.
     It is nearly as difficult to sell an order valued at $10,000, as it is to
 sell an order for $1,000,000. So, MAI focuses on the larger orders.
     Historically, it takes from 9 to 12 months for a Direct Field Sales person
 to develop and gain an IT sale of $1,000,000. That is the elapsed time from
 "Suspect" through "Prospect" to "Contract."
     A "Rule of Thumb" in Selling IT Systems is the "When you knock on 100
 doors of Opportunity -- 10 doors will open -- 4 of the doors will ask for a
 proposal -- and 2 doors will become orders." The 100 doors are the "Suspects"
 for the IT sale. The 10 doors extracted are the "Prospects" for the Sale. And
 the 2 doors that Order are the "Contract" results of the selling effort.
     McCain and Associates, Inc. announced the launch of "Guerrilla Selling"
 services to sell High Value Information Technology (IT) Service and products
 for MAI clients in the US and Europe.
     On your request, McCain and Associates, Inc. will send you a "Sample Sales
 Plan" and questionnaire.
 
     MAI is an international boutique Sales and Marketing company the arranges
 "Global Partnerships for Sales and Marketing plus IT Staffing. The nuance of
 "Global Partnerships" makes the IT staffing (Technical or Sales) a success
 rather than a gamble normal associated with recruiting and hiring IT
 employees.
 
     McCain and Associates, Inc., founded in 1981, have successfully arranged
 major partnerships in the US, Europe, Japan and India. More information is
 available at the web site http://www.mccain-associates.com or call
 703-836-3335.
 
 SOURCE  McCain and Associates, Inc.