Strategy
ProSelling approach makes strategy a simple concept.
Here are three question that strategy answers throughout the sales and marketing organization:
•• Where am I today?
•• Where do I want to be tomorrow?
•• How will I use my resources to get there?
This simple approach is fine-tuned as the planning process moves from territory, to account, to sales call. The process encourages sales professionals to invest time wisely as they select which customers have the potential for the highest return on the investment in planning.
ProSelling includes lessons from more than a dozen sales professionals and draws from the experiences of sales and marketing researchers to make strategy an accessible activity for readers.
Here are three question that strategy answers throughout the sales and marketing organization:
•• Where am I today?
•• Where do I want to be tomorrow?
•• How will I use my resources to get there?
This simple approach is fine-tuned as the planning process moves from territory, to account, to sales call. The process encourages sales professionals to invest time wisely as they select which customers have the potential for the highest return on the investment in planning.
ProSelling includes lessons from more than a dozen sales professionals and draws from the experiences of sales and marketing researchers to make strategy an accessible activity for readers.
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