Do You Know How Your Customer is Measured?

Metrics are important to knowing how we are doing in achieving our goals. Some of those metrics are critical in evaluating performance or to our compensation plans. Every sales person understands how they are measured and are driven to achieve their goals.
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Return Policy and Sales

A return policy is a crucial component of any sales and marketing strategy. However, so many businesses forget how important it is to their ability to sell products and services.
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Don’t Get Distracted by the Numbers

As sales professionals, we’re obsessed with the “numbers.” Where are we year to date, what’s the forecast, what’s the pipeline look like, what are the activity levels, how many qualified leads do we have, and on and on and on.
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The Trial

Trial programs come in all sorts of shapes and sizes. They can be highly customized demos or benchmarks. They can be installing equipment or systems at a customer site, letting them use them for a period of time.
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Coaching the Sales Process: Deal Reviews

Many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. I’ve gotten a lot of questions on this topic from sales managers, and I suspect there are a lot more that are embarrassed to ask about this.
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Always Be Closing!

Closing starts long before the first call we ever make on the customer. It starts with identifying our sweet spot—what problems are we the best in the world at solving, who has those problems. It’s virtually impossible to close, at least successfully, if we aren’t focused on the right customers.
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Is Your Website Sales Funnel-Shaped?

Remember that most buyers want to be pretty sure they’re going to buy before they speak to a salesperson or company representative. When they do reach out, they may have some final questions but they’re very close to making a buying decision.
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