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Sales Effectiveness Briefing
Delivering useful and insightful information to
sales professionals |
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Table of Contents For previous briefings and more articles check the Sales Effectiveness Briefing Archive as well as our White Papers including "Sales Process - The Key to Customer Acquisition Management" 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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Does lightning strike
twice? |
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We launched our last briefing coincidentally
when the major power outage hit the North Eastern U.S. and Ontario, Canada.
Just in case you missed our articles, and hoping that lightning doesn't
strike twice to stop our publication, we are including the links in this
briefing for your convenience: The Sales Productivity Challenge Brain Surgery, Anyone? ATQ (from Sales Wise) |
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What’s Going On? Martyn
Lewis |
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| They say that the
world divides into those who, when they hear a strange sound from under the
hood of the car, turn the radio down and those who turn the radio up. Which
of these two, obviously diverse, reactions is right? You certainly shouldn’t
react to every little rattle, but there is a price to be paid if a small
rattle turns into a bigger problem and cost.
When your sales results "rattle" do you react to the symptoms - or do you turn down the volume and take the time to understand what’s really going on so that you can effectively address the root causes? It can be very costly when the car abruptly
screeches to a halt - or when sales fail to reach expected targets at
quarter end! |
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Give 'em a Reason Why Barry Trailer |
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If your sales reps won’t
use it, your SFA/CRM system won’t work. A dozen real-world questions are
presented for consideration from the salesperson’s point of view.
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So What? Martyn Lewis |
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What you may think is
important isn’t always apparent to your prospect – unless you can show them
why!
From Martyn Lewis' upcoming book "Sales Wise - an anthology of selling stories, follies, and fables", each with a relevant and timely sales message. If you wish to be notified of publication date, please e-mail us. |
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Market-Partners tag
line is “Changing the Way You Sell” for one simple reason; that is what we
do. We start by developing a deep understanding of everything that impacts
upon your overall sales process. We then bring the methods and tools that
enable the transition to an optimal approach to selling. The results our
clients gain are swift, significant, and sustainable. Privacy Policy: This is an opt-in briefing. Market-Partners will not sell, rent or distribute your personal information. If you do not wish to receive future briefings, please unsubscribe and we will ensure you are removed from our list. Copyright ©2003 Market-Partners Inc. - Articles and other content from this briefing and website may not be reproduced, republished, or redistributed without prior written permission from Market-Partners Inc. You are welcome to forward the briefing in its entirety. |
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