Sales Strategy
lea Navigating your way through complexity in a rapidly changing, information-saturated world. The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this sixth of a series, I…
Read MoreWhat may be the single most important predictor of an organization’s long-term business development and survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice of learning is the only sustainable long-term strategy. Products will come and go with increasing short life spans,…
Read More“Your price is too high!” The infamous price objection. Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen. Too many of the people with whom we deal are paid to get the best deal they can. And that means asking for a better price, even when…
Read MoreYour customers expect previously outstanding levels of service and quality from every supplier. What was sufficient a few years ago is still necessary today, but no longer sufficient.
Read MoreThere are 3 ways to influence a dealer/distributor sales force to become more active with your product line: relationships, education, and “easy, secure money.”
Read MoreNegative situations always contain the seeds of positive opportunities. Here are three clouds with silver linings.
Read MoreMake a sales plan. Then follow the plan step-by-step and consistently make money. Skipping steps could lead to inconsistent performance.
Read MoreIncreasing your margins is a matter of a methodical, disciplined approach applied over time. Consistently use these tactics, and you’ll see your margins grow.
Read MoreMyth or fact? You can save time and make more money by going after those clients who can spend more money than the ones you currently have.
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