Five Steps to Maximize Success in Targeting For Growth

 
Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i. e. revenue and margin growth. Each Territory Manager should select a predetermined number of Target Growth Accounts (TGA). Creating focus on this group of selected accounts doesn't mean a Territory Manager should ignore other accounts; he is always expected to service his entire territory. When making decisions regarding his or her time, however, he or she should always consider these selected target growth accounts a priority....
 

Shorten Sales Cycles in Complex Sales Environments

 
Help buyers discover the answers they need to understand and align all of their decision variables. In complex sales, salespeople often find themselves negotiating their way through a web of decision influencers, conflicting initiatives, and multiple priorities. The time it takes prospects to align all of their internal stars and planets for a buying decision can create painfully long sales cycles. In the audio book, "Sound Advice on Sales Strategies," Sharon Drew Morgen maintains that conventional sales precepts are the underlying cause for this and the other problems salespeople are experiencing....
 

The Sales Carpenter

 
I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them. In the company's ten year history of selling into Latin America it had never exceeded $14 million (M) in annual sales. The Argentina office itself had never produced more than $400 thousand (K) in sales. My task was to increase the sales locally in Argentina, but more importantly throughout Latin America. I remember sitting in my office one day, looking out the window and wondering, "...
 

The Nine Warning Signs that You Need a Sales Video

 
Corporate videos are an important sales tool that can often be overlooked in marketing budgets. We look at the top nine tell-tale signs that indicate whether your company is in need of an innovative and effective way to promote itself. 1. No strong corporate "look and feel" You're in a highly competitive industry. Yet, what makes you really stand apart from your competitors is your people and the look and feel of your company. So how do you show your state-of-the-art factory in action or your professional staff working in your appealing office?...
 

How To Use A Powerful Leadership Tool To Step Up Sales Results

 
Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales - that is if you know how to build the staircase. Do it by applying a leadership tool I have taught thousands of leaders worldwide during the past 20 years. The tool is simply to foster a particular viewpoint, which is this: Challenge people not simply to do a task but to take leadership of that task. The difference in results-producing effectiveness between doing a task and taking leadership of a task is the difference between the lightning bug and lightning....
 

Baditude!

 
As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety. It was also evident from their negative comments, that many of these trainees had already given up on selling their company's services and that no amount of sales training could help them sell their firm's services....
 

Sacking Clients: Brand Power Wheel

 
Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? We looked at the different types of prospect - Desperate, Curious, and Inspired. Well, now we're going to have a think about what might happen if you realise you have some of the desperate or curious people as your clients. Oh, the shame! One of the tools we use is called the Brand Power Wheel - not got one of these? Then you know the drill, send a blank email to: leanbrandwheel@aweber....
 

Stop Drowning: Nine Strategies For Managing Your Priorities

 
I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager. Susan is also exhausted. Her day is packed with conflicting priorities, all demanding her time. She goes out on calls with her sales team, trying to motivate and develop them; she deals with endless phone calls and e-mails and interruptions; she fights fires; launches new products; participates in cross-functional team meetings; and mediates conflicts in schedules and resources....
 

Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

 
In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline. In these next two issues we'll look at one of our favourite and most powerful tactics for attracting new leads and turning complete strangers into customers as efficiently and enjoyably as possible. So buckle up and hang tight as we take another trip down the Lean Marketing Pipeline... Whenever we attempt to attract new business, we're paying for the privilege....
 

Train a Winning Sales Team: Rounding Third and Heading for Home

 
Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training. DEMONSTRATE A seven-time All-Star shortstop, Boudreau was only the second manager to take the Indians to a World Series Championship, and no one has done so since....
 
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