The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment .. For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball): So traditional salesmen and women are operating left field, […]
What Does Your “Ideal Customer” Look Like?
“All customers are good” – No they are not! “All business is good” – No it isn’t! Think “Pareto” Use of ‘Pareto Thinking’ is highly relevant and important when applied to salespeople. For example, 20% of salespeople’s activities will create 80% of sales achieved, which has enormous consequences on how to optimise and manage lead […]
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