Back To Basics: Who Do You Sell To?
December 30, 2012
Last month we reviewed the most important fundamental question any business owner or executive can ask to provide direction for business planning and that is: “What do I sell”. Only after a clear understanding of the answer to this question is established can one begin to draft a business plan. If ...
Back to Basics: What Do You Sell?
Over the last few months we have been discussing sales approaches involved in prospecting and cold calling. All this is good but how does one start? Where does the direction come from? How do we know on whom to call? The basics start with a concise and accurate statement of “What ...
Back to Basics – How to Sell
Over the last year I have been focused on the Strategic Plan and its drafting and implementation. I think I have covered the topic in enough detail and some readers have asked that I change focus and “Get Back to Basics.” The “Basics” that most want me to write about ...
The Target List
Last month I suggested that we all get “Back to Basics” and develop and implement a proactive Market Plan. The plan starts with the fundamental statement of “What you sell and to whom you will sell it.” This statement defines what your company does well, what your company does that ...
Being Proactive
Most business people and consequently their sales people and sale managers are reactive. Reactive because they do not develop and implement a market strategy that clearly defines “what they sell and to whom they will sell” and stick to it and measure results. Most allow their sale people to determine what ...
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