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The third of a 3-part series covering best sales practices to make your 2013 number. Links and tools are included by Sales Benchmark Index Sales Consulting Firm.
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Tips for Sales Leaders from the Sales Consulting Industry
Part 3 of 3
Website Email Phonewww.salesbenchmarkindex.com [email protected] 1-888-556-7338
2 2
A Sales Process without Job Aides…
…is like a dentist without tools to clean teeth.
3 3
Make sure your sales managers are impacting the business, not jut reporting on it.
Click here for more information & tools around sales manager impact
4 4
Only a customer can determine if they are a Key Account.
You cannot.
5 5
In strategic account programs, less is more.
If you have more than 25 accounts in the program, double check it.
6 6
Selling services is different than selling products.
It requires two separate sales methods.
7 7
By the time you get the sales appointment, the customer has done a lot of research.
8 8
Opening a presentation with a company intro slide is like walking into a bar with your resume stuck to your forehead.
9 9
All of your customers are on social media.
Get out of denial
Click here to for research to help you make your number in 2013
10 10
Not all channel partners are created equal. Treat them
differently
Click here for information & tools about creating a World-Class Channel Partner program
11 11
Channel success
is not signing
new channel
partners.
12 12
A Channel Manager role is not a “relationship manager”
Generate incremental revenue or go home.
13
Simple…
Make sure every sales call has a call objective prior to beginning.
13
But often overlooked.
Click here for more information around improving your sales process for better rep results.
14
Prospects will Google you before agreeing to do business.
What will they find?
15
Buyers cannot be sold.
Buyers Buy.
16 16
Great Processes executed by below average people result in
failure.
Click here for more information around creating a team of “A” players
17 17
Great people with no process support result in failure
18 18
Sales Excellence = great people placed in optimized performance conditions
19
Learn More
Contact us to hear the rest of the story...
Email - [email protected]
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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