Sales leads fuel your company’s growth and help maintain its competitive position. Make sure you fully realize their value.
Archive of entries posted on December 2009
Lead Management – Collecting Leads
Sales leads are a product of the marketing engine that identifies new customers and new opportunity. They represent future revenue and growth for your company. With just a little effort before the hand-off, sales representatives will embrace sales leads as the valuable source of new business that they are.
Sales Training
Sales reps are made, not born. Plus, selling is a skill which has evolved from “getting people to buy” whatever you are selling to fulfilling customer and market needs with your products. Like elite athletes, your most successful sales representatives are always “in training.” They are learning your market, products and competition. They’ve been trained [...]
Sales Force Mix
Multiple channels exist for bringing your products and services to market – inside sales, dealers and distributors, and direct sales. Is one channel preferred over another? Can you use multiple channels simultaneously? Can the different channels support one another? Channel Preference Different channels efficiently address different markets and situations. Inside sales teams effectively sell commodity-like [...]
Negotiating Job Offers
When you bring new sales reps on board, you need to negotiate job offers. To drive a successful outcome, there are a number of principles and strategies to keep in mind as you negotiate. Negotiation Basics Define the limits of your offer before you begin a negotiation. Understand what your goals are, the value of [...]
