The Sales Association

MARCH 10, 2011

Here are some ideas for quick and concentrated activities: Objections Drills – Distribute two index cards to each sales person. Ask them to write a recent objection on the card. Now, ask the salespersons to write responses to the objections on the back of the cards that they received.

Sales Meeting 22

Sales Meeting Meeting Face-to-face Penetration 22

The Sales Association

AUGUST 21, 2013

When it comes to managing a ‘strategic’ customer, (an account that has been segmented by criteria to be managed strategically as such), you need an account plan that performs more than as a report on static facts, objectives and your organization’s intent to meet the customer’s known needs.

Account 29

Account Microsoft Margin Intent 29

The Sales Association

APRIL 1, 2011

Focus on your overall sales objectives and then break them into small consumable chunks. Learn the best times based on when you have been most successful. Analyze your activities. Are they really all urgent? Should some be transferred to another area? Can you get another person involved?

Referrals 30

Referrals Cold Calling Ideal Customer Profile Sales Qualified Lead 30

The Sales Association

JULY 30, 2013

The objective is to provide the best possible support for entrepreneurship. This objective and this approach have given rise to a completely new type of CRM instrument. The positive potential of entrepreneurial action is not only protected in the process, it is multiplied.

Pipeline 20

Pipeline CRM Face-to-face Enterprise 20