Post on 12-Nov-2014
description
8 Great Ways to Jump Start Sales
Barry Rosen, The Pursuit GroupBarry Rosen, The Pursuit GroupBarry Rosen, The Pursuit GroupBarry Rosen, The Pursuit Group
#1. Identify Customer Value
Allocate resources appropriately– Selling, Customer Service, Operational
#2. Create Customer Maps
#3. Conduct Scientific Audit
• Customer characteristics
• Hit ratios
• Selling costs
• Cycle times
#4. Devise Opportunity Scorecard
Business Issues: Weight Yes No Unknown Score
Element 1 10
Element 2 10
Element 3 5
Element 4 6
Element 5 10
Element 6 8
#5. Upgrade Large Acct. Program
• Multi-discipline team• Proactive
– Intelligence gathering– Communication– Interactions– Solution development
#6. Upgrade Proposals
Check for:– Customer orientation– Consistency of style – Consistency of message– Impact
#7. Review Sales Technology
• CRM/Workflow
• Research
• Communication
• Presentation
www.thepursuitgroup.com/techswelove.html
#8. Review Sales Compensation
CORPORATEOBJECTIVESCompensation Evaluation
Toll-free: 866-4-PURSUE
Web: www.thepursuitgroup.com
Email: brosen@thepursuitgroup.com