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Missing Sales Research and a Call for Sales Superstars
Written by: Dave KurlanArticle Overview: So the research or intelligence above may help you learn why you didn't get the business, perceptions about your company, its shortcomings, and the perceived advantages of your competition. But the author left out the most useful sales research...
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Free Download - Sales Courage and Resilience By Dave Kurlan |
Missing Sales Research and a Call for Sales Superstars
I read this article on the Best-Kept Secrets of Sales Research.
First, I wouldn't call this sales research as much as market intelligence.
Second, I wouldn't exactly call this stuff secretive.
Deborah Penta, the incredibly successful CEO of PENTA Communications,
a full-service Marketing Firm, routinely has her staff performing
audits like this on behalf of her clients. Why don't the clients do it
themselves? Clients won't get this type of honest feedback if they
perform it themselves!
So the research or intelligence above may
help you learn why you didn't get the business, perceptions about your
company, its shortcomings, and the perceived advantages of your
competition. But the author left out the most useful sales research -
#6 (should be #1) the sales intelligence you get from evaluating the sales force.
Only through a sales force evaluation can you find out why your
salespeople aren't able to consistently get the results you want,
address and overcome their perceptions and win more frequently. In
other words, what do you have to change, not from a marketing message,
but in and on your sales force? Access the many articles I've written
that are based on sales research, data and science.
You've
read before about the elite top 5% of all salespeople - those we have
identified from the 500,000 salespeople we have assessed. Just last
week I wrote an article - research really - about the difference between the top 5% and the bottom 5%.
I just learned about an opportunity for some of the top 5% - the sales
superstars - to speak in Taiwan! If you're interested in being
considered for this honor, let Chiu Piling know by sending an email.
Missing Sales Research and Sales Superstars
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Article Tags: amp, article research, audits, best kept secrets, company ceo, e808, elite, force evaluation, full service marketing, honest feedback, html target, market intelligence, marketing firm, nbsp, new article, perceptions, science, shortcomings, top salespeople
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Visual Pipeline Salesperson Selection Predict Sales Turnover |
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Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
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1. Main Message (or Point)
2. Example
3. Next steps to put it into Action
take away the extra "blabber" and you've got viewers that will come back.
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