Engineering Related Topics 
Your Sales Management Guru
SEPTEMBER 4, 2012
Soup Up Your Sales Engine. The authors, all McKinsey and Company consultants took data elements and individual interviews to produce almost a handbook style guide that should be on every sales leader’s shelf. Five Strategies for Sales Growth. Find Growth Before Your Competitors Do. Sell the Way Your Customers Want. Focus on Your People.
Your Sales Management Guru
JANUARY 3, 2012
Support systems (HR, Marketing, administration, IT, Engineering, Manufacturing). Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? 12.1.1 Sales Force Automation/ CRM technology. 12.1.3 Competitive Analysis.
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Your Sales Management Guru
APRIL 3, 2017
In most cases each of these “re-engineering” type programs have had positive impacts; from just in time inventory, to ISO policies. For example, the role of quality control, Lean and Kaizen Management have been implemented in many areas of business to improve performance.
Your Sales Management Guru
DECEMBER 20, 2010
In a typical B2B sales environment, consider 1) the number of monthly sales calls that require a Pre-Sale technical Engineer=future number of proposals/quotes, 2) the number of opportunities/pipeline values in Stage 2 as compared to Stage 7(assuming 7 is your final stage) or 3) the number of new prospect Face to Face sales calls/month.
Your Sales Management Guru
JANUARY 10, 2012
Bill introduces me to his vice president of professional services: During the first 10 minutes of a 45-minute interview I hear a lot about how much time the sales engineers have to take to help the salespeople in every engagement and that the sales teams get all the credit. Vice President.
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