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Tales of
a New Sales Manager
Preparing your sales team for success
Bill started his new position as District
Sales Manager with all the energy and
excitement he could muster. The first thing
he did, after meeting with all his people
and learning the strengths and weaknesses of
his sales organization, was to ask his sales
people to bring him into important deals
they were working on. His goal was to meet
with higher-level executives so his reps
could sell at higher levels of decision
makers. Bill knew that many sales people
don’t sell high enough within an
organization. However, if during the sales
process they bring in their manager, there’s
a better chance of meeting their
counterparts, hence reaching and selling
higher into an organization. The positive
results were immediate.
The next thing Bill did
was to pull in his top sales performers to
find out their best practices....Read
More
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Selling to
the Right Person
Perception versus Reality
I would
guess that at least once in your sales career
you’ve been told that you should know your
audience in order to sell successfully. This is
absolutely true. Knowing who you are selling to
is one of the most basic fundamentals of
selling. However, exactly what does “knowing
your audience” really mean? At the most basic
level, this simply means you should strive to
find the person, or people, who will directly
benefit from your product or service, have
decision making authority, and can actually
spend the money (i.e., write the check) so you
know if you are selling to the right person. Ok,
that’s simple enough. But what’s not always
simple is finding the person that fits these
criteria. Since different people have dissimilar
perceptions and interpretations of reality,
their decision making abilities vary, which
affects how they purchase.
Knowing the title or position
your prospect holds in his firm is not enough.
You need to also know how he thinks and what his
responsibilities include....Read
More
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PEAK
Sales Consulting specializes
in working with businesses to develop and
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is to help businesses increase sales revenue,
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develop world-class sales teams, and create
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Visit us at www.PeakSalesConsulting.com
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