by rachadmin1 | Jul 29, 2014 | Blog
Prospecting is Dead? Today many people say that prospecting is dead. They have tended to be self-proclaimed gurus who have profited from the difficulties and fears that Sellers have of it, marketing communications firms selling “replacement” products and...
by rachadmin1 | Jul 22, 2014 | Blog
Opportunity Identification Defined A key surgical performance metric should be utilized for the skill of Opportunity Identification. Focused, process-oriented Opportunity Identification is not carried out by most sales operations, yet it is probably more...
by rachadmin1 | Jul 8, 2014 | Blog
Account Planning Defined In my view Account Planning is the process of creating a blueprint for the sales team’s approach to an important account. It should result in: Better alignment between the sales team and the buyers on the account, Improved understanding...
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