Blogs about: Account Planning Sales
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The Sales Process From Beginning To End!
The Sales Process from Beginning to End The first and most important aspect of Selling is to Plan the Sales Process. If you don’t define the way you, the Sales Professional, want the sales process to… more →
Daily Sales Thoughts
The Sales Process From Beginning To End!
wrote 8 months ago: The Sales Process from Beginning to End The first and most important aspect of Selling is to Plan th … more →
Trusted Business Advisor... why bother?
wrote 9 months ago: The key message is that Trusted Business Advisors (TBAs) are the top sellers in every field. They un … more →
Relationship management is better executed when there ISN'T an active deal. Invest a little time, all the time, for long-term success.
wrote 11 months ago: Too many sales people only engage when there is a deal on the table. The problem is that if you foc … more →
Account Planning, Done Correctly, is Hard work- Developing a sound Sales Strategy is not easy
wrote 11 months ago: Developing profitable customer accounts requires strategy and it doesn’t happen overnight. Ensure yo … more →
What is the most important item for focus when planning Customer Meetings? Asking great questions!
wrote 1 year ago: At the first meeting with a prospect, many Sales People mistakenly focus on speaking about Their Pro … more →
80% rapid execution of the sales plan is better than 100% slow execution. Rapid execution is everything.
wrote 1 year ago: One of the things I see that consistently slows Sales Teams down is the idea that they need to be Pe … more →
Prospecting is a combination of having the right message and consistently repeating it. You need both!
wrote 1 year ago: It is an always an interesting discussion when we talk about Prospecting. Unless you have “Game Cha … more →
If you are not demonstrating win-win with your sales approach, don’t expect the customer to think that way! Win-Win matters and closes profitable deals!
wrote 1 year ago: Sales is admittedly a process where it is easy to develop Winners and Losers. Many people believe t … more →
Take a step back from your sales opportunity to be sure you REALLY understand customer need. Don't pitch: Question, particularly when you feel stuck.
wrote 1 year ago: One of the most difficult things for a sales person to do is NOT sell. When you are called on to po … more →
Focus is critical for sales teams. Don't buy into wild changes of direction. Stay focused on the big picture!
wrote 1 year ago: Consistent Execution is key to success in Sales. One of the things that I have noticed is companies … more →
Don't overly focus on the next deal. Work to expand relationships in an account by engaging with key people at the Account Continually!
wrote 1 year ago: If you only focus on the next deal, you will eventually wear out your welcome at the account. If yo … more →
To expand your presence in an account, don't repeat the same messages and talk to the same people. Change your "Angle of Attack!"
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wrote 1 year ago: It’s not good enough to focus your attention on the same people over and over again. If a Sales Mana … more →
Effective sales professionals DON’T feel the need to carry every customer conversation. You will be more effective when don’t take this approach.
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wrote 1 year ago: So many people in sales seem to think that it is important for them to talk about what they are sell … more →
At the beginning of each quarter, evaluate Start/Stop/Keep Doing on ALL of your planned sales activities!
wrote 1 year ago: One of the most difficult things for sales people to do is to NOT doing certain things. In most cas … more →
Your Sales focus has to be Continuous and Consistent. Execute transactions within the framework of the overall Sales strategy to stay on course!
wrote 1 year ago: There are many ways to sell, no question about it. The most interesting approach I see is by Salesp … more →
Goals-Objectives-Tactics-Actions: Tight linkage within the plan, from top-down and bottom-up, is the best way to ensure successful sales.
wrote 1 year ago: Sales Planning is not a skill that many Sales people have as a Natural Skill set. Instead, sales peo … more →
In developing a Sales Account plan you must realistically determine where you are today before setting goals for the future.
wrote 1 year ago: In developing a Sales Account plan you must realistically determine where you are today before setti … more →
If you can’t name the Strategic Goals for each important account, you probably don’t have the Customer Relationship you need!
wrote 1 year ago: If you can’t name the Strategic Goals for each important account, you probably don’t have the Custom … more →
Ask Good Questions of your Customer to understand what THEY want to accomplish - don't just "Sell Them!"
wrote 1 year ago: Ask Good Questions of your Customer to understand what THEY want to accomplish – don’t j … more →
