8 Great Ways To Jump Start Sales

10
8 Great Ways to Jump Start Sales Barry Rosen, The Pursuit Group Barry Rosen, The Pursuit Group

description

8 Great Ways to Jump Start Sales

Transcript of 8 Great Ways To Jump Start Sales

Page 1: 8 Great Ways To Jump Start Sales

8 Great Ways to Jump Start Sales

Barry Rosen, The Pursuit GroupBarry Rosen, The Pursuit GroupBarry Rosen, The Pursuit GroupBarry Rosen, The Pursuit Group

Page 2: 8 Great Ways To Jump Start Sales

#1. Identify Customer Value

Allocate resources appropriately– Selling, Customer Service, Operational

Page 3: 8 Great Ways To Jump Start Sales

#2. Create Customer Maps

Page 4: 8 Great Ways To Jump Start Sales

#3. Conduct Scientific Audit

• Customer characteristics

• Hit ratios

• Selling costs

• Cycle times

Page 5: 8 Great Ways To Jump Start Sales

#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

Page 6: 8 Great Ways To Jump Start Sales

#5. Upgrade Large Acct. Program

• Multi-discipline team• Proactive

– Intelligence gathering– Communication– Interactions– Solution development

Page 7: 8 Great Ways To Jump Start Sales

#6. Upgrade Proposals

Check for:– Customer orientation– Consistency of style – Consistency of message– Impact

Page 8: 8 Great Ways To Jump Start Sales

#7. Review Sales Technology

• CRM/Workflow

• Research

• Communication

• Presentation

www.thepursuitgroup.com/techswelove.html

Page 9: 8 Great Ways To Jump Start Sales

#8. Review Sales Compensation

CORPORATEOBJECTIVESCompensation Evaluation

Page 10: 8 Great Ways To Jump Start Sales

Toll-free: 866-4-PURSUE

Web: www.thepursuitgroup.com

Email: [email protected]