Sales & Service

Sales Pitch: The Trouble with Sales Metrics and Why Sales Managers are Part of the Problem

One of the initial questions I field with every newly retained client engagement is which CRM we at Strategy Development recommend?  Typically they are asking this question due to the fact that
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Sales Pitch: What is Your Motivation to Sell?

When Michael Jordan came out of retirement for the second time, he said he needed the competition — the chance to prove himself against younger players — more than the money.  I know
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Sales Pitch: Your Most Valuable Values

I had this experience during an account planning session (APS) with a client and one of his sales people this week.  The session wasn’t going well, one, because the rep showed up unprepared and
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The Sales Doctor is In: How to End Sales and Marketing Conflicts

Conflicts between sales and marketing can become so severe that neither department is able to function optimally. The source of this conflict usually stems from the fact that sales and marketing
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Leveraging the Internet in Your Dealership

(Editor’s note: Although this article targets office supplies dealer, it should be of interest to any dealer selling supplies in addition to imaging technology.) I know. It’s a slow recovery, but
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