Remove Margin Remove Marketing Remove Sales Management
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“Our Value Proposition is…”

The Pipeline

Oh ya, the marketing team that “developed” the “value prop” does. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Not just with a marketing intern’s or contract writer’s view of things. By Tibor Shanto. Frankly, who cares? No, seriously!

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True Story: Without a marketing plan, he planned to fail!

Pointclear

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Hire a new sales manager.

Margin 203
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Now That You Have a Sales Process, Never Mind

Understanding the Sales Force

Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. So they say. Here are some of the many problems with their premise. It was a survey! Sound familiar?

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13 Signs Your Sales Turnover May Get Worse

SBI Growth

She does great work in recruiting and hiring of Sales Reps. She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Or, Sales Managers are too busy onboarding new hires to build the bench.

Hiring 312
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The 6 Worst Decisions Sales Leaders Make

SBI Growth

The result – your average sales price (ASP) must be higher. You have to charge more to achieve the desired profit margin. Ignoring Content Marketing. Take the simple example of Marketing Automation technology. It can be wonderful for helping you stimulate and manage latent sales demand. Bad decision.

Hiring 326
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Hacking Sales Management

Partners in Excellence

As with the prior articles, I get huge numbers of requests from sales manager to help Hack their jobs. “What are the short cuts?” ” “How do I manage my time better?” Having said that, here’s a few of my favorite hacks to sales management. I’ll stop here. No related posts.

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The Pipeline ? Win The Sale Without Compromising on Price

The Pipeline

Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. Funnel management. Hiring Sales Talent. HR Management. Lead Management. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 212