Strategic Sales Plans

Sales is not like any other department in an organization, and their incentive plan cannot simply be lumped into an overall HR budget. Their incentive plan is directly linked to the business plan. In many ways, salespeople are some of the simplest creatures in the world - show them how...

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Value Based Sales Part #2

Yes, I consider Value Based Sales (VBS) so critical to a company’s success that I’m writing about it yet again- and indeed, I plan on revisiting it occasionally. I suggest that VBS will not only improve your close rate, increase your margins and revenues, but also increase customer satisfaction!...

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Independent Representatives

Let’s talk about working with Independent Representatives.Human nature says that salespeople are going to sell whatever is easiest to make them money - this goes double for independent reps! If they’re not selling your product, it's because on the "time - sales continuum" you are not competitive versus their...

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