Sales
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Sales Goals
Posted in Tools | 9 Comments
Bottom line... Sales success is based on dollars brought in. There are certainly several additional organizational contributions a salesperson can (and should) make, but when evaluating a salesperson's value – sales results are primary. And results are best achieved when goals are formalized (no epiphany here). So don't wing it. … Read more
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Networking Guide
Posted in Tools | 3 Comments
Networking is about contact – contact with people. Nail these fundamentals and you'll make every networking experience you'll ever have a pleasure for you and for everyone with whom you connect.… Read more
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Time Management Checklist
Posted in Tools | 3 Comments
Time is money – money for you, revenue for your company. And we all have the same amount of it. Same days in a month, hours in a day, and minutes in an hour for everyone. It just seems to work better for some than others. It's your sales time. Manage it.… Read more
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Sales Presentation Checklist
Posted in Tools | 4 Comments
It's show time and it's about one thing – communicating the benefits of your product or service in such a way that prospects or customers want your solution to their problem now. Here's your checklist.… Read more
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Service and Follow-up Schedule
Posted in Tools | 4 Comments
It took you a lot to bring them in. Now it's time to keep them (and sell them more). Remember, prospects become customers and customers are prospects. Don't overlook the very activity that can make your job more enjoyable.… Read more
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The Account Review
Sales may be the only profession where even superstars lose more than they win. Sales is not a numbers game... sales is rocket science... and like all professionals, salespeople always test assumptions… Read more
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Customer Service Checklist
Posted in Tools | Be first to comment
Customer service is a sales opportunity... another opportunity to enhance your company's relationship with your prospects or customers. This is your guide to making it better.… Read more
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Negotiation Guide
Posted in Tools | 7 Comments
Sales negotiation can be a formal event (at a specific time and date) or it can be an ongoing theme at different points in the sales process. It's beyond price and includes the entire value proposition. Be prepared and sell more (with better margins).… Read more
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Sales Evaluation
Posted in Tools | 2 Comments
An objective evaluation can (and should) be a very effective tool for professional development (self-driven or not). Every month or so, consider formally investing 30-60 minutes in yourself to see where you stand.… Read more
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Return on Investment (ROI)
Evaluating the "return on investment" for a prospect/ customer makes it easier for him or her to justify spending money on your product or service and helps the prospect visualize the value the… Read more
