Tag: sales
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Is the Perfect Product Enough to Make the Sale?
Tougher competition and more demanding customers require a sales and marketing synergy unheard of in the past. By always returning to the question of “what’s best for the customer,” everyone wins.
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Are You Using These 4 Critical Steps of Sales Leadership?
Selling a lot of material is no longer just what you want your sales force to do. Demands and expectations of customers are growing. You must satisfy their needs. Information technology is giving you more date, in more user-friendly. The result is you need to more finely direct your sales force with the insights you…
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How to Get Knowledge Out of Your Product Manager’s Head and Into the Hands of Sales
Creating a Product Dossier brings the sales team up-to-speed on new products and programs while helping unlock what’s in the product manager’s head.
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8 Pointed Questions to Reignite Sales Growth
Here are the eight questions we answered that led to the reversal of share loss. Could your business answer these today?
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Is Marketing the Sales Prevention Department?
To hear sales tell it, marketing says “no” more often than they say “yes.” In fact, marketing’s been called the sales prevention department.
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Are You At Risk of Being Swallowed By Your Whale?
If you have a customer that dominates your sales or your profitability picture, I know you are losing sleep. If that customer is a real whale—a company that is significantly larger than the rest of your business—then your stress level is even higher.
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10 Tips for In-Home Selling
Effective sales call preparation helps ensure success on the call. Here are 10 steps that will help you have the confidence and information to get to “yes.”
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What Does “Your Price Is Too High” Really Mean?
Make sure that the customer has truly earned and justified the price they need.
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Are You Pricing for Volume or Profit?
Business is a Game of Margin – Not Volume!
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Are You a Marketer or Just a Product Expert?
Too many manufacturers think their marketing managers are marketers and they are not.