Get A Seat at the Table PDF

By Marc Miller

To shut extra revenues, cease promoting Bestselling writer Marc Miller promises a brand new, serious device for connecting with selection makers to make extra and larger revenues.

He deals a revenues technique designed that will help you earn a "seat on the table"-the position reserved for these decide on those who set the path and the funds of an firm.

Miller explains how one can hook up with selection makers from the first actual element of contact-psychologically, strategically, and financially-enabling you to create call for to your services and products, shield your middle enterprise, and shut extra revenues.

He bargains all the instruments you must cease being a salesman and develop into a businessperson who sells:
• A basic, analytical matrix for illuminating consumer concepts
• A first-call technique that would have each touch supplying up the knowledge you want to make the sale
• An adaptable template for producing options which are completely aligned with shopper strategic wishes With those instruments, you'll be remaining extra and larger deals-and aiding your shoppers prevail, too.

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Extra resources for A Seat at the Table

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A pre-deregulation sales force that was activity-oriented, risk-averse, reactive, and analytical had to transform into a post-deregulation sales force that was flexible, risk-taking, proactive, and sales-oriented. In addition, more salespeople were needed to establish important customer relationships quickly, before competitors became entrenched. The Atlanta office of Shell Energy faced these challenges in 1998, when the state of Georgia deregulated its natural gas industry. Shell, which had been providing natural gas to Georgia since 1950, was one of 18 natural gas companies contending for commercial customers.

With 98 percent of Avon revenues coming from its direct salespeople, the company needed to devise a plan that exploited the web, but at the same time did not alienate the sales force. Designing and Redesigning the Sales Force In 2000, Avon launched a new e-sales program designed to supplement, but not cannibalize, the efforts of its salespeople. com site. Salespeople provide their customers with access to their Avon web site. Customers can save time by ordering Avon products through their sales representative online.

0 10. 8% 11. 0 12. 6 13. 0 14. 8% 15. 0 26 Sales Force Design for Strategic Advantage billing and collection, and completing paperwork. As a result, salespeople were freed up to spend more time selling. Since the sales assistants were paid less than the salespeople, efficiency improved dramatically. The sales assistant position also created a new career path, as the best sales assistants could be promoted to a sales job. Sales assistants enhance productivity at International Paper A number of salespeople in the xpedx distribution division of International Paper use sales assistants.

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