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    New Rules for Generating Sales Revenue

    Friday, June 29, 2012, 9:30 AM [General]

    1) Everybody sells. The possibility for generating sales revenue is shared across disciplines every time a businessperson from one enterprise interfaces with a businessperson from another enterprise. In other words, if you "face the client" you have an opportunity to make a sale. c) A common sales language that makes communications between employees of different disciplines, backgrounds,Darren Sproles charger Jersey, and locations more effective and more efficient c) Are you willing to become my ally and sponsor me up and down the value chain so we can reduce and or eliminate the troublesome business issues? a) Are you willing to commit time to the decision making process? b) Are you willing to assess need using the perspective of people from outside your organization and explore potential contributions of new vendors that can add value beyond that of an incumbent? d) Defend & Farm by protecting key accounts from competitive encroachment and by selling additional products and services, including pursuing sales opportunities in different business units and geographic locations a) Create Demand by linking to the buyer's pain points and engaging the buyer to solve an existing problem 5) Change Sales Strategies Based on the Buyer's Focus and Motivation The Hypothesis 4) Align behavior With the Four Sales Practices Closing Thought c) Satisfy Demand by managing repeat business when you are the preferred vendor b) The Product Buyer who focuses on purchasing a state-of-the-art product or service and is motivated by a clearly defined need a) A formal strategic selling process for complex sales opportunities The idea that only salespeople are responsible for sales is antiquated thinking. The notion that we hire hunters to bring in new accounts and hire farmers to grow existing accounts has gone the way of the dinosaurs. Today, both sales functions have commingled into one sales function. The people that sell our products and services must be able to defend existing accounts from competitive encroachment while growing profitable revenue streams in those accounts; and they must be able create demand for business in new accounts. Title is not the critical factor in the new global economy, roles and responsibilities are the critical factor. The function of generating revenue can be accomplished by salespeople, practice heads, consultants, subject matter experts, executives, managers, and the front-line employees that deliver our products and services. To gain a competitive advantage we must implement the new rules of play that govern the current sales environment. a) The Commodity Buyer who focuses on price and is motivated by a quick fix If your competition is better at implementing any of the above rules they will gain competitive advantage. To stay competitive, implement the rules! If you become a Rules Guru, you can significantly increase market share and grow your business based on your clearly defined revenue goals. d) The Consultancy Buyer who focuses on the seller's consulting experience and willingness to make a long-term commitment,Cheap Marshawn Lynch Jersey, and is motivated by strategic initiatives 3) Sales Process Education is Mandatory. Sellers are required to educate themselves about sales process and to integrate that knowledge into their particular professional discipline so when they interact with client contacts they are better positioned to identify, qualify,Cheap J.J. Watt Jersey, and pursue legitimate sales opportunities. 2) Ask the Right Questions. The change in the business paradigm has made time management a priority. When you are in the sales mode, recognize that your contact must be willing to answer the fundamental questions: The Rules d) Diligent utilization the a CRM to exploit information concerning sales pipeline management and performance improvement statistics d) Are you willing to help me build a business case so we can obtain funding for the proposed solutions? b) Service Demand when responding to the buyer's request for information or request for proposal c) The Solution Buyer who focuses on the seller's core competencies and is motivated by critical business issues b) A formal account management process for accounts that can generate significant ongoing revenue streams The author introduces: 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More
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