Posts Tagged :

sales playbooks

Technology Content Marketing
Categorising Accounts – Selling better to the right people
526 350 Contemsa

When any salesperson takes on a new territory, it is crucial to firstly categorise the accounts in order to effectively target the correct customers, with the correct messaging.  For example, you do not want to be taking a message about how to help customers develop what they have currently with some of your additional add on products – if they have never bought from you before.  This scenario would require a different message that appeals to their situation specifically. Another reason why account categorisation is key is that it shows to your management that you are on top of your…

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Technology Content Marketing
Best UK Startup Podcasts 2013
525 350 Contemsa

This will be a rolling list that I add to, but I really struggle to find good UK entrepreneur/small business or UK startup podcasts that are relevant to the UK market.  Send me any suggestions if you’ve found any decent ones!   Here is my list so far:   Thinking for Business Success UK – by Go MAD Thinking : https://itunes.apple.com/gb/podcast/thinking-for-business-success/id253188126?mt=2 Monocle 24: The Entrepreneurs : https://itunes.apple.com/gb/podcast/monocle-24-the-entrepreneurs/id474763183?mt=2 Maximise Potential : https://itunes.apple.com/gb/podcast/maximise-your-potential-podcast/id370569025?mt=2 SmallBizPod : https://itunes.apple.com/gb/podcast/smallbizpod-small-business/id73802187?mt=2 Internet Marketing : https://itunes.apple.com/gb/podcast/internet-marketing-insider/id168492891?mt=2

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Technology Content Marketing
Planning your workload – daily scheduler sales tips
525 350 Contemsa

Starting a new sales role can be challenging, frustrating and confusing.  This is because of the nature of acquisition and new business sales where the salesperson is constantly spinning multiple plates to ensure that they have a steady stream of prospects, customers and deals coming through.  Very often, sales staff have a very curvy activity wave with multiple troughs and spikes where the salesperson has a busy run of multiple deals, then a period of latency because they haven’t generated any new prospects during the busy period.  Here at the SalesWay.com, we are going to give you some sales tips to…

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Technology Content Marketing
Categorising Accounts 2 – The Template and how you should use it
526 350 Contemsa

In the last post, we looked at why it was important to categorise your accounts into Acquire, Develop, Farm and Dismiss.  This is known as territory planning and forms part of your overall Territory Business Plan – in fact, it should be the underlying basis of all of your strategic territory objectives. As a recap, categorising your accounts in a new territory, whether you have 4 or 400 is important for the following reasons: Keeping your current buying customers happy Ensuring that customers who buy a little from you now buy more Remaining on the lookout for new acquisition accounts…

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Technology Content Marketing
Simple Sales Questioning Template – Download the blank template
578 350 Contemsa

Here is the blank template for downloading to create and add your own questions.  This template helps you to plan sales calls, meetings and questions.

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