Why Icebreaker Resources?
Icebreaker Resources represents the forefront of business development for companies seeking the lowest cost and highest impact sales results.
We developed our platform in response to a critical look at the inefficiencies of the substandard industry methods used for indentifying prospects and securing customers. We invite you to do the same:
Employing an in-house Salesperson or Sales Force
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Sales commissions that exponentially increase relative to profit margin if sales staff exceeds quota
Salaries, usually guaranteed, paid in advance of results and no guarantee the salesperson will produce to quota
Costly overhead in the form of employee benefits (healthcare, retirement, insurance)
High costs of sales training and no guarantee the sales staff will retain the training information
The Owner or Company Manager handles the selling themselves
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Selling may not be their highest and best use
Their skill and time is better utilized overseeing production and developing new products and technologies
Effective selling requires specialized training and continuous improvement in prospecting and closing techniques robbing the business owner or manager of valuable time spent elsewhere
Contracting with a Manufacturer’s Representative
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They do not act as a direct fiduciary agent of the manufacturer
Manufacturer’s reps have inadvertently created informal consortiums of customers in their specialty areas creating price competition for the manufacturers they “represent”
Very little cold call prospecting and origination of new accounts which can uncover lucrative buying segments and new customer-bases altogether
Leads Services
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The leads are rarely generated from the entire available marketplace and the sources are not ranked and prioritized relative to the target manufacturer
The generated leads have little relativity to political, professional and other influential buying factors
No guarantee that the leads will produce closed sales
For Consideration
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Are sales goals being defined and subsequently met using the proper metrics?
gross sales volume as a metric is not controllable or manageable
manageable, measurable actions do include daily call output and the types of calls being made (cold, warm, follow-up, presentations, closes)
Sales stage tracking (buying signal identification, PAIN indicators, budget qualifying, time-frame qualifying)
What is the cost-benefit ratio (overhead associated with sales vs. actual sales revenue generated)?
Extrapolation of the above factors on a monthly, quarterly and annual basis as a powerful tool for assessing sales staff performance and cash flow projections
The prevailing industry methods mentioned above rarely, if ever, take into account the following key metrics that are second nature to Icebreaker Resources:
