Gaining an Edge through Economic Advantage Selling INTRODUCTION To begin the seminar, Harms has the members write down the answers to a number of questions listed on the worksheet. The answers are essential to understanding how to move from the...
Continuous Growth How to Keep Your Company On The Fast Track by Russell Holdstein
Continuous Growth: How to Keep Your Company on the Fast Track STRATEGIC PLANNING Do you own your business or does it own you? Perhaps the most important (but also the most frequently overlooked) aspect of owning a business is making sure it is aligned around your...
Smart Selling Workshop by Jack Daly
Service Sales Institute
Sell VDP to decision makers
Sell VDP to decision makers To sell variable data printing you must convince executives—not print buyers—that VDP will improve marketing results. To do that you must speak the language of business. By Brad Lena LET ME be blunt: The people who buy variable data...
Sales Effectiveness Planning Guide for Sales Managers
SALES EFFECTIVENESS PLANNING GUIDE FOR SALES MANAGERS “It’s not the people…it’s the process!” 17 COMPONENTS OF SALES EFFECTIVENESS For a sales force to operate at optimum levels, each facet of the sales process must be improved. This guide will show you how...
Printing Sales Coach – The cost-effective path to increasing sales
For sales success ask salespeople by Jeffery Gitomer
For sales success, ask salespeople by Jeffrey Gitomer Published: November 16th, 2009 In a recent survey conducted by a BIG benefits management company (a management and human resource consulting firm), they asked 365 chief executives and sales management executives,...
Let’s Get Results not Excuses – James M. Bleech
Fundamentals of Economic Advantage Selling – Selling by the Numbers by Jack Harms
An Overview of Principles and Practices Fundamentals of Economic Advantage Selling “Selling by the Numbers” The Types of Salespeople There are four basic types of salespeople. Their classification is defined by the way in which they deal with customers, and...
Coaching Companies to greater sales & profit by Jack Daly
How to Become a Rainmaker by Jeffrey J. Fox
How to Become a Rainmaker The Big Idea Inspired by Native American tradition, the Rainmaker is one who uses his power to bring rain to nourish crops that feed the tribe. In sales, a rainmaker is the revenue-bringer to a company. She brings the very...
Harnessing the Power of Sales Technology by Sean McArdle
Developing the Optimum Team to Sell and Service Accounts by Art Turock
Developing the Optimum Team to Sell and Service Accounts Presented by…Art Turock of Art Turock & Associates Team Selling: Key Issues Criteria for determining whether team selling is a worthwhile advantage: Common problems to avoid in team selling: Laying...
Common Uncontrolled Selling Department Costs
Cold calls- Nail the first 20 seconds and you’re in by Art Sohczak
VOLUE ADDED SELLING 21 Business intelligence for 21st-century sales professionals. Cold calls: Nail the first 20 seconds and you’re in by Art Sohczak How do people react when they take your prospecting calls? Do they drop everything they're doing to listen to you,...
Challenges Faced by Salespeople
Challenges Faced by Salespeople Sales person Time Too busy to prospect Too busy to inform management of their activities Doing too much farming and not enough hunting Don’t know how to best allocate their time Salesperson Effectiveness Don’t know when to...
Challenges Faced by Sales Management
Challenges Faced by Sales Management Measurement & Reporting Salespeople drop a prospect right after the forecast comes out, we don’t know about it until the next forecast Can’t tell if we will meet our sales goals during the period Don’t know the true sales...
4 Highly Effective Selling Tactics
4 Highly Effective Selling Tactics Many businesses overlook these 4 simple but highly effective selling tactics. How many are you using? 1. Avoid "What To Buy" Choices Promote only one product or service at a time. It limits your prospect's buying decision to a simple...