Tag Archives: sales strategies

Increasing sales productivity – 7 steps to improving lead qualification

different customer organizations play different roles in any particular type of opportunity. Depending on the role and perspective, the players will have Different sense of value, different concerns and different challenges. And, they may have a different view of your capabilities. This blog contains 7 steps for improving lead qualification.
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Hunter and farmers – it’s time to change sales strategy – A STC Classic

Everyone has to develop new business in their existing accounts and aggressively seek out new accounts. And the traditional hunter-farmer model no longer will help achieve that goal. This post shares a better way companies can address the business development issue. Continue reading

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New sales strategy process being implemented – caution ahead!

Successfully launching a new sales strategy a process requires three things: First, success requires planning, communication, and leadership from the executive team. Second, the leadership team needs to craft a strategic planning process that fits the culture, experience level, and history of the sales team, as well as, the type of sale. Then an appropriate sales training program needs to be selected and implemented to help the sales team adopt the process and learn the skills needed to implement it. Continue reading

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