Your Sales Management Guru

OCTOBER 27, 2014

Focus your sales team on selling to the business challenges of the NON-IT decision makers. This requires sales training that includes adding role play in your sales meetings. I have used Be Brilliant on the Basics or We will dominate our market and take an assertive sales approach.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

JULY 26, 2010

1) Ask each salesperson to identify if their top prospects/decision makers have vacations scheduled during the next 45 days and if they do, will they delay planned decision dates. What should you be thinking and doing, here’s a quick checklist.

Decision Maker 64

Decision Maker Sports Sales Leadership System 64

Your Sales Management Guru

OCTOBER 6, 2015

Determine buyer decision criteria. Establish client decision makers and influencers. Analyze the type of organizations or people that impact your client’s decision process. Develop a plan to establish who the decision makers at these organizations are. Schedule ongoing training programs.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

MAY 25, 2010

b. Determine buyer decision criteria. c. Establish client decision makers and influencers. 9. Increase your investment in training of sales skills, product/service knowledge. Review your past efforts, take an inventory of training needs based on individual salesperson comparisons against your desired profile.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Your Sales Management Guru

JUNE 22, 2015

But if you want to leave the show having spent quality time with 50 to 100 key executives and decision-makers, then a podcasting strategy is your answer. If you go to a trade show hoping to connect with 2,000 of your closest prospects, you will also fail.

Trade Show 40

Trade Show Decision Maker Travel Media 40