Margin Prospecting Sales Management White Paper 
Partners in Excellence
MARCH 12, 2020
Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you are paying attention. Afterword : The process we put in place with my client was based on the implementation of our Sales Execution Framework (SEF).
The Pipeline
MARCH 6, 2012
In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.
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Pointclear
JUNE 4, 2013
Last year I released a business development strategy white paper expecting most people to download it in October or November planning for the new year, but in fact found people downloading it in April, so they were planning their business development strategy for the new year, with almost a third of the year behind them.
The Pipeline
FEBRUARY 3, 2012
One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Prospecting.
Partners in Excellence
AUGUST 22, 2019
As people struggle to make their numbers or to maintain their pipeline/activity metrics, they tend to cast a wider net, losing focus on the Ideal Customers, pursuing marginal cases. As in (1), these opportunities are low probability, but consume lots of sales time. Just reach out if you want a free copy of this white paper.
The Pipeline
MARCH 2, 2012
As with all things worth doing in sales, there is some work involved, despite what some soothsayers will tell you, there is no silver bullet in sales. Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.
The Pipeline
APRIL 8, 2011
Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Promote sales, throw out freebies, offer free shipping for certain orders. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation.
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