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Digg it UP - A Basic Sales Planning Strategy That Really Works
Over the past few weeks I’ve been developing plans for a communication project, a media relations campaign.That’s prompted me to reflect again on the communication management process by which we transform communication ideas into operational activities.For me, the communication management process has four p
Binding machines are used for fastening loose pages, plastic covers, or fabric layers together using plastic or metal wires. Binding machine lubrication must be done frequently, even if the operator's manual does not indicate the need to lubricate every point.Binding machine lubrication must be applied to all part
I run a sales forum in the UK (http://www.asalesforum.com/) we get many questions from new sales people, seasoned professionals and small business owners relating to new business sales campaigns. I firmly believe that planning is key and the answers to their questions often relate back to this simple sales planning method.
Step 1 – Get access to historical data on your existing customers and their buying habits and information about prospects who will not buy from you.
Step 2 – Find information on your major competitors, their products and USP’s.
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer pr
As a service provider you may not want to think of yourself as a salesperson. You are in the business of helping others and you may not feel comfortable with the sales process. However, you need to let clients know that your service is available. Here are some ways to do so:Shift Your PerspectiveStart by bu
Step 1 – Get access to historical data on your existing customers and their buying habits and information about prospects who will not buy from you.
Step 2 – Find information on your major competitors, their products and USP’s.
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer p
Whether you are the rain-maker in a small firm, a sales representative, or responsible for a national sales force, it’s in your best interest to branch out and create alternative ways to reach perspective customers. Having multiple marketing streams is the life-blood of any lead generation and lead nurturing program. B
Step 1 – Get access to historical data on your existing customers and their buying habits and information about prospects who will not buy from you.
Step 2 – Find information on your major competitors, their products and USP’s.
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer p
The above question ‘should six sigma metrics be different from other industry metrics’ arises from surprising sources. If you look at any quality management tool, be it ISO, Lean Management Techniques or even cGMP (current Good Manufacturing Practice, the industry standard for pharmaceutical and healthcare product manufa
Step 2 – Find information on your major competitors, their products and USP’s.
Step 3 – Now take a look at your top customers (depending on the nature of your business and customer spend, this could be as few as 5 or as many as 50) take a look at why they buy from you. Do they like your customer service? Do you offer p
The world is ever changing. We have seen fads come and go, bands come and go, and hot markets come and go. But there is one thing that has kept on getting hotter, that is the need for someone to translate. Virtually every area you can think of needs someone to translate for them. If you haven’t thought about the poss
Step 4 – Next take a look at the prospects which do not buy from you and find some common traits with these.
Step 5 – From here you can easily see what it is your biggest customers like about you and why they buy from you, which business is being won by your competition and why, along with any existing gaps in the market.
Step 6 - You now understand why your best customers are your best customers and why your prospects are buying from the competition.
From here you can make informed decisions about who to target and with which products or services. Every time you speak to
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