Money

Planning for Success Starting a Business

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Challenges involved in starting a business are many, varied and hard to grasp. Like a bar of wet soap, any startup challenge will slide away as soon as we think it’s under control. Entrepreneurs thinking of starting a business need courage, tenacity and a good slice of luck if the idea is to show even [...]

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What Is Your Sales Strategy, How Well Does It Work

Sales Manager

Sales strategy is the fundamental element of any business plan, in the same way as strategy is fundamental to achieving anything.  Even to get from one side of the room you need a strategy – will you walk,, crawl or slither on your belly.  Depending on the circumstances each could be the most appropriate way [...]

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Knowing the Good Sales Guys from the Bad

Sales Manager

Good sales guys are very different to bad sales guys, in all sorts of ways. Customers will have one view. Colleagues another and management yet another. In this post we’re talking about the sales manager’s perspective. How does a new sales manager tell the difference between his good sales people and the other kind? This [...]

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Sales Coaching You Don’t Need

Sales Coach

I’m really great at selling, just not very good when it comes to talking about price or asking for the order. This little gem came from somebody whose name’s long forgotten. It resonated with me, not because she didn’t like closing – lots of people feel like that – but because that particular forum was [...]

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Where’s The Money

Sales Manager

Customers paying for the sale is the ultimate objective of what we do. The sale isn’t truly closed until the customer pays the bill, and in my book also buys the lunch. So knowing how the customer intends to pay is critical for qualifying the sale. But asking how the customer will be paying for [...]

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Whats the Best Way to Make Money on the Internet

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I won’t be the only person who thinks this is an interesting question, and probably much more interesting than the stock answers all those MLM schemes come up with. So, if like me, you believe 95% of those claiming to make millions are exaggerating you might enjoy this particular piece of research I discovered. And [...]

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Free Front Office Software

Front Office Box

Free Front Office Software By now most people who would use Search to find articles in blogs will be familiar with the the concept of FREE, but most will still wonder how it can ever make money. For some years now we’ve been trying to explain to the world our own strategy for competing on [...]

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Sales Qualification Improves The Bottom Line

Sales Qualification

Sales qualification does a lot more than check whether the prospect has a budget. Qualifying sales correctly can have a major impact on the price the customer pays and therefore overall profitability. Business owners wanting to get more profit from their business should focus on sales qualification. The fastest, and simplest route to improving bottom [...]

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Sales Qualification 5 Questions About Money

Sales Qualification

Sales qualification shouldn’t only be about checking there’s a budget but questions about money are a vital element of the process – understanding the opportunity and deciding how to win it. Asking questions about money can be difficult for sales guys, especially newbies so its important we find ways to ask those questions as part [...]

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