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Quote 85% Less - Close 300% More

Written by: Dave Kurlan

Article Overview: He had a client who, when he met them, closed 4 deals for every 100 quotes they prepared and submitted. Not only that, it took their highly paid engineers anywhere from 1 hour to 1 week to complete those quotes.

Quote 85% Less - Close 300% More

Back in December I posted this article to my Blog on the concept of less being more. You should read that first. This week, Al Strauss, my guest on Meet the Sales Experts, provided a case history on the subject.

He had a client who, when he met them, closed 4 deals for every 100 quotes they prepared and submitted. Not only that, it took their highly paid engineers anywhere from 1 hour to 1 week to complete those quotes. After he worked with them, they were quoting only 18 of those 100 opportunities and closing 12 of them. That's an 85% reduction in quotes in return for triple the sales. Truly a case of less is more. Would you like to hear how he did this? Listen to the show.

Al also said that right now is the perfect time to figure out who will go out and hunt because, right now, there aren't many salespeople actually calling on your prospects, especially in the industrial and consumer segments. He also said this is the time to terminate your non-producers and use that money to improve the capabilities of your sales force.

Click here to listen to the show. Click here to contact Al.

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Article Tags: blog, capabilities, case history, consumer segments, metrics, money, perfect time, producers, prospects, quotes, salespeople, strauss, target



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Re: Global Moderators - Hi GT, In my case, I only have the Report Post and the Quote buttons.
Even more profile options - Thanks for the suggestions guys - I've now added: - Favorite Business Quote - What I Do - Favorite Hobby Looking forward to seeing your responses!
Alexa - Quote from my grandmother "A watched pot will never boil" How true indeed.
Re: Forum Upgrade - Sometimes I use the "Quote" function when I want to respond to people... othertimes I just want to copy a single sentence of what they've written... but when I try to do that with my mouse - it doesn't let me.... selects the whole page instead. Am I the only one having problems with that?
New forum ideas - Hi Barbara / Kevin, Nothing should have been changed on the forum posting side - just the sidebar. We didn't touch anything to do with the Quote feature or copy and paste. I appreciate you bringing this up as we'll need to look at what caused it. Are you both using Internet Explorer / Firefox / something else? As for the top posters being on the homepage - what is different here is that it's an actual link to that person's homepage so both of you now have a direct link to your site from my homepage - there is only room for 5 and it changes as each new post is put up.


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