Archive for July 2013
Business Markets, Response Modes, and Price Performance
Having a long list of prospective buyers may be comforting for a salesperson, but a highly applied sales methodology for business markets suggests salespeople should only pursue prospects that fall within two out of four response modes. What are these response modes? How do they affect price performance? And why should salespeople only pursue two of them?
Read MoreThe Challenge of Developing Accurate Sales Forecasts
Probably the most important task of a sales manager is the development of meaningful and accurate sales forecasts. Amazingly, many sales managers simply look at historical numbers and don’t even bother to try to predict the future. Why and how should they?
Read MoreTop 6 – July 2013
Celebrate, Lament, Ignore. You choose how you respond to stimuli and situations. If your prospects are bad, create new ones. Don’t sell to prospects that aren’t buying. It takes too long and costs too much. Use marketing communications to “stay in touch” with prospects that are temporarily out of the market but will come back…
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