Best practice

Send Your Best Sales Guy On Every Call

Would you send your best sales guy on every call if you could? You know, the one who seems to have a special knack of asking the right questions, and understanding the answers. The one who’s sales forecast always turns out to be the most accurate. The one who knows when to hold the cards, [...]

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Your Own Sales Coach Online

Sales Coach

At last sales professionals can have their very own sales coach – online. At all hours of day and night, anywhere in the world, they can check their sales plan against a database of best practice. The coach gives an immediate assessment of the degree of qualification for the deal, and a list of recommendations. [...]

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7 Measures of Sales Performance in Relationship Management

Sales Manager

A measure of relationship management is a crucial element of sales performance. Once the customer relationship has been established, the sales guys job should be about driving more value from it. This isn’t just the age old difference between hunters and farmers. Sales reps charged with farming an account should also be hunting out new [...]

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Getting It Right With Checklists

Front Office Box

CheckLists have been helping us organise our thoughts since te beginning of time and despite all the technological innovations they remain fundamental to the way we get things done. For a simple explanation of the power of check lists with review process take a few minutes to read Mathew E May’s How To Get Things [...]

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Do We Go After This Deal

Sales Coach

Bid review is an essential step in best practice sales management. It is broadly the same for any sales opportunity, although for smaller, simpler deals the milestones can all be part of the same conversation. For bigger deals planning and executing a process is imperative. The higher value will warrant more of an investment in [...]

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Making Complex Things Simple and Just Do It

Front Office Box

A few days ago Keith Olberman in his regular “worst persons” spot called out Steve Ballmer, Chairman of Microsoft. Ballmer had presented to a conference on how technology changes. He suggested within 10 years the computer would be as thin and flexible as a sheet of paper. Olberman quickly confessed his point was “tongue in [...]

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