Month: November 2018

Key factor in customer buying

While there are several factors that influence customer buying, research shows that “Sales Experience” is critical to get customers on the right side of your fence! The sales field however has become more erratic and peppered with multiple influences and options, such as digitisation, which makes realising the value of rep experience become a lot …

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Why is sales management important?

Sales management can get tough at times, However, it is important for two reasons: For appraising the performance of the organization To meet the increasing competition Some clients  take advantage of a sales conversation – free advice, leverage for a better deal elsewhere and demand concessions. Result?…. They put you off, never arrive at a …

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When Business Development and Marketing are in sync

Business development and marketing are two distinct entities that go hand-in-hand. Both have a common goal: BUSINESS GROWTH. When synchronized, an organization sees an increase in visibility, growth, profitability, expansion and more. For this to occur, each team must collaborate to understand & support one another. How different are they from each other? Business Development – Responsible for forming …

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When does effective proposal writing become a competitive advantage?

We face competition at every stage of our lives, and the way we want to handle it becomes the deciding factor and makes us stand out of the crowd. It becomes most difficult when are judged on same grounds. During bidding, an effective proposal is the deciding factor to win. In a typical scenario, labour …

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Managing the Business Development through Pipelines – 2

Previously, We dealt with pipelines and its benefits. A quick recap: Pipeline is the method to classify or segregate the available opportunities through the process of stages.   To create a pipeline, track your leads and chart them using a bar graph. The bar graph will consist of the total at each stage. What you …

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