Selling on Price Only

The rule of marginal value is the value you have in the marketplace over and above the competition. The selling process begins when you understand your value in the marketplace and ends with how well you translate that value. If your salespeople can’t translate your value to your customer, they…

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Prospecting

New Business. It’s either coming from your existing customer base or from new customers. Keeping the “funnel” filled with qualified prospects requires multiple prospecting methods used in a planned and measurable method. When you ask your salespeople about prospecting… Do they give you the deer in the headlights stare? Do…

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