TEC – Let’s Get Results, Not Excuses – Jim Bleech

Let’s Get Results, Not Excuses Jim Bleech   TIME-EFFICIENT ECONOMIES   A product life cycle has four stages: Duplication: You are the only one with the product. The big challenge is to meet demands and get your product out the door as fast as you can. Differentiation: Competition moves into...

Buyers fight you on price, try these 7 techniques

VALUE ADDED SELLING 21 Business 2 Publishing Business intelligence for 21st-century sales professionals. by Roy Alexander and Charles Roth Most people agree the best way to avoid being beaten down on price is to keep your customer's eyes fixed on the superior value you offer. But sometimes, faced with dogged...

Gaining An Edge Through Economic Advantage Selling by Jack Harms

Gaining an Edge through Economic Advantage Selling   INTRODUCTION   To begin the seminar, Harms has the members write down the answers to a number of questions listed on the worksheet. The answers are essential to understanding how to move from the traditional selling process to an initiated selling...

Sell VDP to decision makers

Sell VDP to decision makers To sell variable data printing you must convince executives—not print buyers—that VDP will improve marketing results. To do that you must speak the language of business. By Brad Lena LET ME be blunt: The people who buy variable data printing (VDP) are not...

Sales Effectiveness Planning Guide for Sales Managers

SALES EFFECTIVENESS PLANNING GUIDE FOR SALES MANAGERS “It’s not the people…it’s the process!”   17 COMPONENTS OF SALES EFFECTIVENESS   For a sales force to operate at optimum levels, each facet of the sales process must be improved. This guide will show you how to inspect, adjust and establish controls...