By Rob Falcone, Leo Strupczewski
Why accomplish that many demos of innovative, game-changing items finish with burdened traders, crushed dealers, and misplaced cash?
People top demos are being pressured to slot an ever-expanding characteristic set into their audience’s ever-shrinking recognition span. Making concerns worse, these prime the demos can not often have the funds for to spend months at a time knowing how one can increase their luck charges.
In simply F*Ing Demo!, Rob Falcone outlines the strategies that helped him conquer those demanding situations, lead transparent, suitable demos, and exceed profit new release targets area after region.
Read or Download Just F*ing Demo!: Tactics for Leading Kickass Product Demos PDF
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Extra info for Just F*ing Demo!: Tactics for Leading Kickass Product Demos
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.