8 Great Ways To Jump Start Sales

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    12-Nov-2014

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8 Great Ways to Jump Start Sales

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  • 1. 8 Great Ways to Jump Start Sales Barry Rosen, The Pursuit Group
  • 2. #1. Identify Customer Value
    • Allocate resources appropriately
      • Selling, Customer Service, Operational
  • 3. #2. Create Customer Maps
  • 4. #3. Conduct Scientific Audit
    • Customer characteristics
    • Hit ratios
    • Selling costs
    • Cycle times
  • 5. #4. Devise Opportunity Scorecard 8 Element 6 10 Element 5 6 Element 4 5 Element 3 10 Element 2 10 Element 1 Score Unknown No Yes Weight Business Issues:
  • 6. #5. Upgrade Large Acct. Program
    • Multi-discipline team
    • Proactive
      • Intelligence gathering
      • Communication
      • Interactions
      • Solution development
  • 7. #6. Upgrade Proposals
    • Check for:
      • Customer orientation
      • Consistency of style
      • Consistency of message
      • Impact
  • 8. #7. Review Sales Technology
    • CRM/Workflow
    • Research
    • Communication
    • Presentation
    www.thepursuitgroup.com/techswelove.html
  • 9. #8. Review Sales Compensation
    • CORPORATE
    • OBJECTIVES
    Compensation Evaluation
  • 10.
    • Toll-free: 866-4-PURSUE
    • Web: www.thepursuitgroup.com
    • Email: [email_address]