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Managing the request for proposal/request for quote process PDF Print E-mail
Written by Dave Harman   
Monday, 02 March 2015 13:21

So, your salesperson receives an email from a very large prospect with a request to quote attached. Or, a junior partner gets a phone call from a large prospective client wanting an engagement letter to review. What happens next? Are the champagne corks popping? Does everyone adjourn to the bar to celebrate? Have the commission checks already been spent?

 

As the manager, what do you do next?

Last Updated on Monday, 02 March 2015 13:24
 
Selling is not what you do to people; it’s what you do for people! PDF Print E-mail
Written by Marvin Montgomery   
Monday, 02 March 2015 13:08

There is still a negative stigma around the sales profession. One of the main reasons is because of the mindset and approach of some sales people.

 

A sales professional’s main goal is to provide a solution and not just another sold product or service. People don’t want to be sold, but they do like to buy.

Last Updated on Monday, 02 March 2015 13:16
 
Five fears preventing continuous improvement PDF Print E-mail
Written by Joakim Ahlström   
Friday, 27 February 2015 15:18

Do you have the courage to confront your fears? If you don’t, they’ll subconsciously influence your decisions and actions. These five fears are particularly important to acknowledge if you want to succeed with continuous improvement:

  1. Fear of power loss.
  2. Fear of regret.
  3. Fear of losing face.
  4. Fear of falling behind.
  5. Fear of losing friends.

 

When these fears are prevalent, openness and creativity are replaced by “watching your back” and “looking good,” and when those drive you, you will never truly succeed.

Last Updated on Friday, 27 February 2015 15:30
 
Hunting in a farmer’s world PDF Print E-mail
Written by John F. Dini   
Thursday, 26 February 2015 15:33

Everyone in business is either a hunter or a farmer. The working style that fits you best isn’t really a matter of choice, nor is it determined by your job description. It is ingrained by eons of cultural evolution.

 

The working styles of a hunter and farmer are markedly different. Hunters are linear. It is their nature to focus on the kill. A hunter moves toward a goal, and on reaching it, begins to immediately look for another objective to accomplish. A farmer’s work is cyclical, tracking the seasons from planting to harvest. Their evolutionary traits apply to an office environment as well as the outdoors.

Last Updated on Thursday, 26 February 2015 15:36
 
Free shipping and free returns will keep customers coming back PDF Print E-mail
Written by Tom Caporaso   
Tuesday, 24 February 2015 11:53

If you want to build and retain an audience of loyal online customers, you have to be willing to give them something in return. Unfortunately, even a dedication to low prices can’t guarantee success in loyalty efforts. Flash sales, special deals and other promotions lurk year-round, ready to capture the attention — and discretionary dollars — of any consumer who values deep discounts above all else.

 

Instead, the best method for attracting a growing group of repeat customers is to offer them consistent savings on the “incidental” but all-too-real costs of online shopping: shipping and return shipping charges.

 

For decades, retailers used shipping charges for a variety of purposes: to cover those costs; survive on slim sales margins; boost their bottom lines; fund other operations; and/or save the power of free shipping for special promotions and slow sales periods.

Last Updated on Tuesday, 24 February 2015 11:58
 

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