Sales & Marketing Plan Strategies

 
Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return? These are just a few of the questions that run through our minds in the early stages of planning. If your goal is revenue growth and expansion, I believe you need to design, develop, and implement your Sales & Marketing plan on that foundation....
 

Why Performance-Based Recruiting Produces Top Sales Performers

 
Here is an outline for a recruiting process that focuses on performance-based factors: Write a Performance-Based Recruiting Ad: As you construct your ad, consider the following questions: What kinds of companies or organizations are good prospects for your company's products and services? Your ad should state a preference for job candidates that have existing relationships with these kinds of companies and organizations. Who are the most productive people (job titles) for your salespeople to call on?...
 

Your Extended Shadow And Successful Sales Management

 
In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and then feed the high school basketball program, did nothing to produce the state title. There is also an open gym at the high school every Tuesday and Thursday night to encourage the young men in the community to play basketball....
 

How to Beat the 80/20 Rule in Sales Performance -- Part 1

 
Business executives and sales managers frequently bemoan "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that enables them to achieve such vastly superior results? Certainly there are some sales skills that anyone can learn. For example, it is easy to learn how to ask reflective questions. These questions begin with the words "who", "what", "when", "where", "why" and "how", and tend to encourage more detailed answers than questions that can be answered with a "yes" or "no"....
 

8 Procedures to Take Control of Sales and Marketing

 
The Cash to Cash Cycle Part Three of Series We're sprinting toward that million dollar mark...and we're only a couple strides away? Decreasing inventory carried us over the first hurdle, and last week reducing Accounts Receivable sped us through the half-way mark. We're making great time, so let's bring on the next mile marker - marketing and sales. Increasing Overall Sales and Marketing Effectiveness If you are an organization spending $500,000 or more on marketing expenses (e. g. advertising, trade shows, print materials, direct mail, etc....
 

Online Sales: Secret To Increase Your Sales By Bundling Your Products

 
Microsoft has used this online sales secret to become a giant, and the greatest software company in the world. How about you? What are you waiting for? The secret is bundling your products. An effective way to increase your profits and sales is to bundle many products or services together into one package. This gives people more reasons to buy yourproducts and services. People also have come to believe package deals are a better value. You want all the products or services to be closely related....
 

Free to Succeed: Effective Sales Leadership Using A Coach Approach

 
About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. The leader of Team A was given instructions that his team had to hit the numbers in a certain sequence. He then related the sequence, number by number, to his team. The leader of Team B was told that her team could hit the numbers in any sequence. Her task was to encourage and motivate us (I was on Team B) to achieve....
 

Make Time, Not Excuses

 
There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%) Recently we were presenting this information in a workshop on Prospect Management, when one of the participants raised his hand and said: "That's great. But you just don't understand. We spend so much of our time having to service our existing clients and putting out fires, there's no way to have that much time for prospecting and all this other stuff....
 

How Exhibitors Can Move More Attendees Closer to Buying

 
Q. What's the single, biggest change exhibitors can make to move more prospects closer to a buying? A. Exhibiting firms can make their most credible, "main differentiating benefit" the most obvious, prominent (aka BIG) message in everything they display, give away, or discuss. Problem: Exhibiting staff rarely get to have a pivotal role in creating their exhibit, "uniform" clothing or collateral material. If you are reading this article, you may be facing this situation. Read on and you'll find some ways to overcome the inadvertent barriers put in the way of your sales success....
 

Snowflakes Improve Holiday Sales

 
Snowflakes are beautiful! For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor. You may ask "What has snowflakes got to do with internet marketing?" A free gift with every order gives you the competitive edge over your competitors. Everyone likes getting something for free. And what better time for gifts than Christmas time! Reward your customers with the enjoyment of a unique free gift not available in stores....
 
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