Dos and Don’ts of Managing a Sales Pipeline

February 9, 2016 § Leave a comment

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Sales Management

According to the Sales Management Association, more than half of executives recognize deficient sales pipeline management within their companies. Every company should utilize a sales pipeline to guide prospective customers through the many stages of product purchase. As such, it is important to remember a number of dos and don’ts that will help you successfully manage this crucial process at your firm.

Do define your sales pipeline
You need to clearly establish the sales pipeline that will help you manage the services specific to your company. Bring together your team and map out each buyer phase, ranging from pre-sale to post-sale. Making sure that each employee is on the same page will help ensure a successful pipeline for all potential clients.

Don’t neglect sales forecasting
Sales forecasting is a crucial part of managing your company’s sales pipeline, as it allows you to gain a unique perspective of the entire sales process. In addition, you will be able to assess potential challenges before you encounter them, which will help you better control your pipeline. Better organization will help you efficiently and successfully acquire your sales prospects.

Do follow your leads
Most consumers do not receive efficient or proper follow-up from companies vying for their business. It is important not only to follow your leads, but to complete this step early on in your pipeline. In fact, a 2011 Harvard Business Review study found that companies are six times more likely to acquire a lead if they respond to the client within an hour of initial contact.

Cutting Marketing Costs without Compromising Success

October 30, 2015 § Leave a comment

Diane Kaern has built a successful career in the field of financial management and sales compensation for such multinational companies as Hewlett-Packard and Siemens AG. Commanding a strong understanding of cost reduction, Diane Kaern has held a number of finance-related responsibilities, including managing worldwide marketing expenses.

Marketing is an important part of increasing sales and building a reputable brand, but the costs of marketing easily can become overwhelming. Fortunately, there are several ways of cutting the costs of marketing without sacrificing effectiveness.

Change the focus. A large portion of a company’s marketing budget goes toward finding new customers, but sometimes following this focus is not profitable. By changing marketing strategies to promote customer retention, companies cut costs and while still increasing profit thanks to repeated business.

Go digital. Printed materials such as catalogs and brochures still have a place in much of the world’s business marketing, but they are much more expensive than digital marketing efforts. Sending digital brochures and information can make marketing efforts more affordable, helps companies reach more consumers at once for a lower price, and can be just as effective as print advertising depending on the demographic a company is targeting.

Visit community events. Although social media is often the easiest way of connecting with the community, sending representatives to different events or gatherings creates a deeper level of community involvement. Purchasing a space at an event may cost some money, but it fosters interactions that are much more personal than social media.

Commonly Overlooked Ways of Reducing Business Costs

October 19, 2015 § Leave a comment

An accomplished sales operations professional with proven leadership and organization skills, Diane Kaern has worked at such large, multinational corporations as Hewlett- Packard. Throughout her career, Diane Kaern has become familiar in a wide range of business functions, including cost management and reduction.

Reducing costs is an important part of keeping businesses profitable and operational, however, there are several cost-cutting ideas that many companies may overlook. While cutting staff seems like a simple option, it may not be the best solution. Instead, companies can try cutting their equipment costs. This may require a bit of creativity, but reducing outlay can improve cash flow. Additionally, certain services can be pooled to obtain lower prices. By joining with a few other businesses who use the same service, it may be possible to secure a discounted bulk price on the service.

Telecommuting is another way companies can decrease costs, especially if they find that certain tasks are not being done on time due to employees taking more time off. By setting up telecommuting opportunities, employees can still take time away from the office to be with sick family members or go to a doctor’s appointment while also juggling their schedule to complete an important project. If telecommuting is not possible, companies can encourage staff to take a mix of unpaid and paid leave to help save in the long run. However, if holiday times are not structured properly, a business may experience too many interruptions and lose money instead.

Fostering Creativity in the Workplace

October 6, 2015 § Leave a comment

A proven leader and an effective communicator, Diane Kaern is an accomplished sales operations professional with experience working for multinational companies. Having worked for the Hewlett-Packard Company and Siemens, Diane Kaern leverages her creativity to provide companies with strategic perspectives in such areas as cost reduction, productivity, and business procedures.

Fostering creativity in the workplace is an important part of keeping a company successful because it not only helps creative individuals express themselves but it also increases creative thought among all employees. Creating a positive work environment keeps employees’ mindsets from becoming too serious and mitigates criticism. This helps eliminate any fears that individuals may have when sharing their ideas or opinions and grow a more open-minded and interactive workplace community. A positive environment also rewards creativity and new ideas rather than discouraging them and ensures that suggestions from employees are taken seriously.

Sharing creative ideas may also be difficult for some individuals, so creating a safe outlet for such instances can greatly increase overall creativity in the workplace. Suggestion boxes are great for allowing employees to share ideas in a confidential way and are a good way of getting around the fear of being criticized that some people have. Further, brainstorming is a great way of getting smaller groups of employees to share different ideas to create a big idea. However, brainstorming sessions may still be difficult for some, so encouraging brainwriting, where each member of a group writes his or her ideas, ensures every member participates.

How to Increase Productivity at Work

April 21, 2014 § Leave a comment

Diane Kaern, a graduate of the University of Pittsburgh and former employee of Hewlett-Packard, is an experienced manager who has excelled in workplace productivity, cost reduction, and further areas of high-level project management. Over her career Diane Kaern has earned a number of accolades, including the Siemens Med Cash League Championship and membership in the Siemens’ Circle of Excellence.

There are a number of proven methods for increasing an individual’s job performance, which can contribute to improving the output level of an entire department or office. For the hungry young executives eager to prove their worth, understanding their own limitations and knowing when to ask for help is key to maintaining maximum production levels. Taking on more work than is manageable will lead to poor results and may cause a project to take longer than it would have had the responsibilities been appropriately delegated. Creating to-do lists is a beneficial habit to cultivate, as compartmentalizing large projects into smaller segments over a period of several days increases the likelihood of the project’s being completed on time. Taking necessary breaks, minimizing distractions, and designating a specific time to clean up and send e-mails are all helpful tasks that can help raise productivity levels. The most important thing workers should keep in mind, however, is that a productive workday begins the night before, at home; reducing the amount of time watching TV and instead preparing for work the next day will make for an effective morning, while getting the needed amount of sleep sets employees up with the energy and focus they will need to succeed.

The Benefits of an MBA Degree

February 11, 2014 § Leave a comment

A resident of the San Francisco Bay Area, Diane Kaern is a successful businesswoman who recently held the position of analytics and reporting manager for Hewlett-Packard. With an MBA from the University of Pittsburgh, Diane Kaern possesses a wealth of experience that she applies in her career.

In recent years, Masters of Business Administration (MBA) degrees have grown in popularity and desirability, but the demanding and expensive nature of most MBA programs means it is not always the right choice for everyone. However, benefits exist for earning an MBA, one of which is better career opportunities. An MBA degree offers many graduates higher chances of obtaining high-level management positions. An estimated 70 percent of MBA graduates around the world hold senior management or board director positions.

MBA degrees also come with higher salaries and, in some cases, additional paid training. Many employers in today’s market opt to send their employees to business school as a way to retain quality employees for the long term. Many graduates receive salaries in the $70,000 to $120,000 range, depending on the field. Additionally, MBA students have a wealth of networking opportunities available to them.

Tips on the World’s Best Scuba Diving Sites

November 18, 2013 § Leave a comment

A Silicon Valley businesswoman, Diane Kaern most recently served as an analytics & reporting manager at Hewlett-Packard Company in Palo Alto, California. Outside of work, Diane Kaern remains active through a variety of athletic activities, from skiing to running. Diane Kaern is also a scuba diver and enjoys traveling around the world.

While many excellent diving opportunities exist in the continental United States, individuals must travel abroad for the most rewarding dives. One of the best locations for diving remains the Little Cayman in the British West Indies. While overdevelopment and pollution has taken its toll on much of the Caribbean, this small island, which boasts Bloody Bay Wall, an incredible coral reef drop, remains worth visiting.
Another great location for divers is Surin Island in Thailand, close to the border between Thai and Burmese waters. The island remains relatively little explored, and divers regularly report seeing whale sharks, leopard sharks, mantas, and other exciting wildlife.
Individuals interested in shipwreck exploration should visit Bikini Atoll in the Marshall Islands. Divers can investigate the sunken USS Saratoga, an aircraft carrier larger than the Titanic. Scuba divers were first granted permission to explore the wreckage of this and other ships only about a decade ago.