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Category Archives: Sales Force Effectiveness
Salespeople and Driving Demand
Nothing happens in a High Performance Revenue Engine without demand. Now this demand is driven in a variety of ways or what I call Demand Channels. For example one Demand Channel could be email marketing. In this channel some number … Continue reading
Posted in Sales Force Effectiveness, Sales Rep Success
Tagged Demand Channels, Driving Demand
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What is a Customer Centric Process?
I had to call the bank yesterday. I am sure you have been through the drill. The auto attendant asks you to input you account number, last four digits of your social security number and some other bits and pieces … Continue reading
High Performance Revenue Machine
Every company should have a High Performance Revenue Machine. You put leads in one side and consistent forecastable revenue comes out the other. A High Performance Revenue Machine maximizes a company’s application of both the art and the science of … Continue reading
Art or Science?
In some of my sales training classes I pose the question is sales an art or a science? In most any class you get a range of opinions and the room ends up almost equally split. Trick is both sides … Continue reading