Tuning sales operations for growthOuch. Your sales force just missed another deadline, putting launch of your new product line in jeopardy. What’s wrong? With a broader, end-to-end look at what they are doing, you might just find significant opportunities to help free up more of their time for selling instead of the other necessary activities that aren’t managed most efficiently and may be done elsewhere. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This template will help you communicate your ideas in an informal way. Often you want to have other people continue to evolve the thinking. Read more
Three ways to begin your presentation with a storyJim Schrager, a long-time veteran of the venture capital world, works with MBA students at the University of Chicago to improve how they sell their ideas. Students pitch their ideas to him and they tend to follow a logical path: the market size is X, if we can get 3% of that market our revenue will look like this in 3 years. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This template will help you communicate your innovative ideas. What better imagery to use than the new spiral fluorescent light bulb? Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This week we bring you a way to illustrate your ideas with a little pizazz. The imagery makes the ideas pop off the page. Read more
How to convince customers to buy what you’re selling — even if you’re the “little guy”Often a company uses dealers or resellers to get their products to market. Enabling the seller in this situation means influencing someone who does not work for you to deliver your message and sell your product. This makes it more complex for the person responsible for supporting the sales team. Continental Tire has found a way to engage their dealers. Read more
Delivering and measuring customer service: This isn’t rocket science!Sales professionals are unique animals, but typically very competitive and passionate about their roles in organizations. They impart insights to potential customers and steer the prospect towards a decision in favor of their employer. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This template will help you organize text so the audience can better remember many items. Read more
New Sales Enablement Ideas – SAVO’s AMPs, Part 8 – First-Line Sales LeadershipThe first-line sales manager arguably has the most important role in any organization. Key performance indicators such as percent to plan, growth, close ratios and employee engagement can almost always be linked to the leadership, coaching and mentoring provided by the sales manager. Read more
Failing Forward Step Five: WhySpecific tools for performing root-cause analysis can be applied to get past the symptom and focus on the disease. The root-cause analysis concept originated in manufacturing and is often referred to as “the five whys” because Toyota discovered that, on average, it took on average of five “whys” to get to the root cause. Read more