Strategy

Sales Management Principles and Best Practice

Sales Manager

Are you looking for templates to develop your sales strategy? If so you’re in the right place. Welcome. The mission of this blog is passing on our experience, gained over 30 years, of developing and executing strategic sales management. Naturally we don’t know the specifics of your business, market and resources so can’t relate our [...]

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Why Did You Lose That Deal

SPPM

Sales Team Performance Management – STPM – sounds like a consultants pitch for a new project, and in some ways it is. In other ways its a simple concept every business should understand, and in yet more its a combination of information, systems and processes. The one thing it isn’t (for the moment at least) [...]

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How Can Business Owners Manage Sales People

Sales Manager

For business owners managing sales people can be a problem. Selling can seem a black art, with its own concept’s, language and rules. How can anybody who doesn’t understand the black art manage staff who do? Meanwhile entrepreneurs need sales people to grow their business, and therefore they need to manage them. In this article [...]

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A New Perspective on Social Media?

Internet Enabled Business

Our social media sales strategy deliberations moved on considerably today, and then hit another wall of confusion. We spent the morning talking about our experiences using networks to reach and influence people. That reinforced our conviction. We’d been asked to talk to friends who manage a golf club. They’d heard some of the stories about [...]

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Pricing Strategy for Rainmakers

Sales Coach

What’s your pricing strategy for B2B sales? How do you decide the price customers should pay, and then persuade them to go along? How often is your idea of the right price accepted by prospects? How much revenue and margin do you lose when they just won’t agree? If your answers to these questions are [...]

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3 Simple Tools For Small Business Success

Front Office Box

A sales management process and the right tools for small business selling will increase your chances of succeeding as an entrepreneur. We’ve talked about a number of philosophies and concepts to help small business owners make the most of their opportunities in this blog. But there are 3 which stand out as simple to understand, [...]

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CRM Isn’t About Customers

CRM

The term CRM, the strategy of customer relationship management and the software system to support it, all leapt into business thinking at the start of the 21st. century. It was a misnomer then, and has been ever since. But it has been a very effective way of persuading big corporations to buy more software. By [...]

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Focusing on Your Cash Pipeline

SPPM

Have you looked at your cash pipeline lately? In fact, have you thought about your small business cash management strategy in terms of a cash pipeline? A series of activities beginning with some spending on prospecting and ending with a surplus, after expenses are deducted from what the customer pays. Everybody will be familiar with [...]

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Our Sales Strategy for Social Media – So Far

Sales Strategies and Tactics

Our business needs a sales strategy for social media. We decided yesterday. Now the hard work of defining what that strategy should be. Which media should we use for what content, and or engagement, and how often. Should we publish, or monitor and converse? Should we be proactive or reactive? How much time should we [...]

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