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Sales Effectiveness Briefing
Delivering useful and insightful information to
sales professionals |
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Table of Contents The Sales Productivity Challenge For previous briefings and more articles check the Sales Effectiveness Briefing Archive as well as our White Papers including "Optimal Sales and Marketing Systems" Questions and/or Feedback? We welcome your questions and feedback. What articles did you find particularly relevant and useful to your own situation? What topics would you like to read in our future briefings? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.
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The Sales Productivity Challenge
Martyn Lewis |
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If there is one good thing in the world of
sales that the current economic climate has spawned, it would be that the
topic of sales productivity is back in the spotlight. During the "go-go"
years of the dot.com days, it appeared that the only challenges were: where
to find more sales professionals, and how to shovel all the anticipated
purchase orders into the system. Well, those days are gone - at least for
the next few years. Organizations are, once again, being forced to examine
how they sell and answer the question: how can we increase sales
productivity?
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Brain Surgery, Anyone? Barry
Trailer |
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| The final segment
in this three-part series explains why sales reps are an inefficient, too
expensive way to do anything other than sell. Presented is the C.A.R.E model
(Customer Acquisition, Retention and Expansion) that depicts how marketing,
sales and customer service tie together. Also discussed is the difference
between optimizing sales and synchronizing your organization.
Did you miss Part One: Do you Believe in Magic or Part Two: And the Word Was Process? |
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ATQ Martyn Lewis |
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Another story from Sales
Wise. This time presenting the case for one of the best, and easiest, ways
to get new business.
From Martyn Lewis' upcoming book "Sales Wise - an anthology of selling stories, follies, and fables", each with a relevant and timely sales message. To be published later in 2003. If you wish to be notified of publication date, please e-mail us. |
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