2016
Opening The Sales Call – Part One
Opening The Sales Call Let’s quickly review the sales process. First, you spend time prospecting and identifying qualified leads. Next, do your homework and convince the prospect to meet with you. Now, you are about to meet face-to-face with this prospect. This step, Opening the Sales Call, is about making
Sprint Selling – New Revenue-Producing Sales Strategies
Sprint Selling – How To Quickly Develop & Prototype New Revenue-Producing Strategies That Deliver Results! Primarily, the two most popular business models are now defunct. The first one, centralization by function, just means that almost all of the functions of daily running were in-house. While this business model still works
The Sales Pipeline Checklist
Sales Pipeline Checklist The sales pipeline or funnel is a systematic approach to selling a product or service. It is also a good way to keep track of progress. It can show a “snapshot” of your sales operation at any point in time. Each step in the pipeline or funnel
Sales Qualifying Checklist
Use this sales qualifying checklist to help guide you through your sales process. The qualifying process is often compared to a funnel where new leads coming into the system (i.e., opportunities) are initially placed at the top of the funnel (the widest part) and then worked through the system by
Understanding The Client Buying Process – Suspect vs. Prospecet
Understanding The Client Buying Process Why Customers Buy Buying decisions can be based on emotions like fear of loss or desire for gain. However, before they do purchase, they need to have a reason for change. Pain Problems customers have Gain Opportunities to improve upon a situation Change is challenging!