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Guide to telemarketing

Telemarketing (sometimes known as inside sales, or telesales in the UK and Ireland) is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call. Telemarketing can also include recorded  Full Article…

A Guide To Vendor Management

IT and Telecoms vendors that are serious about growing their business through indirect sales channels invest considerable time, resource and money into proactively managing their channel partners. However, not all channel partners recognise the need to invest time, money and resource to proactively manage their vendors in return. This guide gives an insight into the  Full Article…

A Guide to building an online business

This document was originally written for non-technical business owners however we have discovered that many business owners of software houses and IT services companies may well have the capability and understanding in house to build e-commerce platforms. However the people they delegate this important job to may not be business minded. They may not consider  Full Article…

Assessing risks

How well do assess the risks to your business don’t assume it is something “you do anyway”. Risk assessment is more than just being compliant taken seriously it can have a dramatic positive impact on you profitability. Apply a logical process and formalise risk assessment. This document includes a basic methodology to apply to Risk  Full Article…

Defining a Service Level Agreement (SLA)

A service level agreement is not just a contractual requirement it is a sales tool and if written properly it can give the buyer peace of mind about the product/service being purchased. Who owns your SLAs your lawyer or your sales manager? Does the document represent your company values? Is the rationale behind your SLA  Full Article…

Making Money from new Products & Services

Overcoming the challenge of developing and successfully introducing new products and services is fundamental for innovative companies.Why is it that so many great ideas never pass the market test? Why do customers fail to materialise in line with your plan? Some key questions to ask: Do we know what our key targets markets are? Do  Full Article…

Basic Management Principles

Companies that manage sustainable growth effectively all have one thing in common. They embed their vision mission and values into everything they do employment, sales strategy, business process engineering, operational delivery, customer support and performance measurement. Are you teams engaged? Are your team empowered within well-defined boundaries? Do your teams know what your values are  Full Article…

Insight into Product Development

The decision to start developing a new product or service is often triggered by a powerful set of emotions. Someone may have identified an opportunity in the market. Alternatively they may have come across a “mind blowing” new way of doing things. The enthusiasm and passion displayed by such entrepreneurial individuals is not to be  Full Article…

A Guide To Strategy

Who should explore this section and what you will find here? Business Owners, C level executives, Company Directors, Senior Managers, Vice Presidents and anyone accountable for securing the future of their  business by generating growth in sales and recurring revenue. This section of the portal will also help those tasked with implementing change.  The focus  Full Article…

A Guide to Vision Mission and Values

Vision, mission & values If you are managing a growing business, how do you retain those special qualities that have bought your business this far? How do you ensure that these qualities do not become diluted or even lost.? As an organisation grows and we add more and more people to that business it is not  Full Article…

A Guide To People Selection

Selecting the right staff can be a challenge This article will benefit Business Owners, MDs and CEOs and anyone involved in selecting the right people to help growing and changing organisations. This article covers both internal and external selection, recruitment and promotions. Please be aware that this section delivers guidance, best practice and know how.  Full Article…

A Guide to Sales

Who should explore this section and what you will find here? Business Owners, C level Executives, Company Directors, Senior Managers, Vice Presidents and anyone accountable for  securing the future of the  business by generating growth in sales and recurring revenue. This section of the portal will also help those tasked with generating sales. The focus  Full Article…

A Guide to Marketing

Who should explore this section & what you will you find here? Business Owners and senior managers accountable for marketing activity. This section of the portal will also help those tasked with delivering marketing campaigns.  The focus here is demand generation and communication. How is this section of the portal organised? This section of the  Full Article…

A Guide to Help Desks

Who should explore this section and what you will find here? Business Owners and senior managers accountable for running help desks and contact centres. This section of the portal will also help those tasked with delivering help desk support.  The focus here is managing the transition from support in a break fix environment to delivering  Full Article…

A Guide To Operations

Who should explore this section & what you will you find here? Business Owners and Senior Managers accountable for delivering profitable on-site services to customers. This section of the portal will also help those tasked with delivering customer service.  The focus here is on ensuring that the technical teams understand the challenges faced by the  Full Article…

A Guide To Suppliers / Vendors

Who should explore this section & what you will you find here? Business Owners, C level executives, Company Directors, Senior Managers, Vice Presidents and anyone interested in securing the future of their  business by generating growth in sales and recurring revenue. This section of the portal will also help those tasked with developing innovative ideas,  Full Article…

A Guide to Intellectual Property

Who should explore this section & what you will you find here? Business Owners, C level executives, Company Directors, Senior Managers, Vice Presidents and anyone accountable for securing the future of their  business by generating growth in sales and recurring revenue. This section of the portal will also help those tasked with protecting the business.   Full Article…

The Decision Making Unit (DMU)

The numbers below are typical and for guidance only, there are many exceptions but never assume anything.  On occasion even the most autocratic business owners may seek advice elsewhere before making a commitment. In a typical small to medium enterprise (SME) there can be as many as 2.5 members of the D.M.U. In larger SMEs  Full Article…

The Importance of a Sales Team’s Closing Ratios

How many qualified prospects is your sales person currently talking to and what is the estimated value of the potential business to be acquired? This is a mission critical insight, if their closing ratio is one in five then their pipeline must be maintained at all times to have a value five times greater than  Full Article…

Negotiation

Negotiating – are you getting the results you want? This article is intended for business owners, MDs and CEOs and anyone else involved in selling, purchasing and negotiating commercial deals for the business.  Is negotiating something you are confident at? Or do you feel anxious and under pressure? Are you able to consistently negotiate the  Full Article…

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