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Sales
Sales effectiveness proces, sales management
Sales Process Making Your Sales Process More Effective Sales effectiveness is key to building your sales revenues. And most successful companies build and follow a systematic sales process. The process is constantly refined until you are operating at peak efficiency.  The more efficient the process, the more effective the sales team becomes. At the end of the day, profits stem from the success of your sales...
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brand fan ladder of loyalty helps prevent sales problems
Small Business Sales Problems Small businesses typically have three sales problems in common: • The business owner is the “rainmaker” but isn’t trained in sales. • There is no coherent sales process or marketing system. • New clients come from referrals from current clients. Client referrals almost always result in prospects but most businesses focus...
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Tell people about your sales value proposition
Your Sales Value Your sales value is everything.  It is a major reason people choose your service or product. If the service is provided by you, then it’s the what you bring to the relationship.  If you are bringing a product to the customer, then it’s the sum of the product plus the what you...
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DISC High C accountant cfo controller
The New Sales Rep Challenge You are the new sales rep. Your new boss is a hard charging high D DISC type (extroverted, task oriented.) He wants results. Your new boss is giving you a challenge: selling the high C DISC types. So how do you handle this new challenge? How Does a High I...
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Managing time, people, and sales
Sales Management Sales management is a discipline.  One of my early tests was how would I manage a district sales force of ten people? Typically, there is a super star, some good performers and fair performers. What would you do with this group assuming one super star, 6 good performers and three fair performers? When...
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Discover Your Target Market You probably have your own system for creating your marketing plans.  There are programs to help you although I tried a well known program and was very confused.  Perhaps I just confuse easily.  Anyway, a target market is really a target persona. Anyway, let’s start at the end. Who is Your...
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