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Growing Your Sales
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Growing Your Sales
Growing sales, especially in a tough economic climate, requires strong talent, excellent systems and a deep understanding of the value you bring to others. This section focuses on the systems and values portions of this equation. (See “Growing Your Team” for additional resources focused on that part of the equation.)
Why systems? Because there is no predictable outcome without structure. A sense of structure and a playbook help your entire team know how to participate. Otherwise, it’s often left open to interpretation – and less than desirable outcomes sometimes.
The values part is also critical. Especially when dealing with green and sustainable issues, you must ensure your entire team can not only speak to, but demonstrate your “green value” to anyone who asks. In today’s market, it can still be a competitive advantage, even in some of the greenest industry segments. It’s about credibility, and if you have it, and can really tell the story, you really have something.
In this section you’ll find tools to help you achieve the structure and the value part of the equation. If you need help beyond what you see here, please let us know of the topic and we’ll see if we can be of help.
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Three Steps to Survive and Thrive in a Down Business Cycle
Jerry Scher, Our Green Value
Businesses in all industries are struggling with the economic downturn. "3 Steps to Survive and Thrive in a Down Business Cycle" provides you with a simple, 3 step approach to gaining better control of your business destiny . . .
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Is Direct Sales the Right Business Model?
Jerry Scher, Our Green Value
One of the most common goals of any business is to increase its revenue and profitability. Most often it is assumed that in order to achieve this goal, it is necessary to establish and/or expand a direct sales team. This may or may not be the most effective or cost efficient approach to accomplishing your goal. Prior to plunging directly into this strategy, it is imperative that a variety of business issues be reviewed. . . .
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ARTICLE Selling to Senior Executives
Jerry Scher, Our Green Value
Sales professionals are continuously looking for ways to gain a competitive advantage and in the current business atmosphere it has become increasingly difficult . . .
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SPREADSHEET: Personal Income Worksheet
Jerry Scher, OGV
The Personal Income Worksheet was developed to assist management and sales representatives analyze the profit and personal income contribution from each product/service category that is sold during a specific period of time. . . .
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DIAGRAM: Referral Sources
News flash: Relationship planning is scientifically proven to be less painful than a toothache. But, you may have some sales people who might not believe it! . . .
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WORKSHEET: Compare Us
The real price of price wars. In 1992 we witnessed a price brawl in the US airline industry. As fares tumbled downward, the number of people flying went up, and profits fell through the floor. Worse yet, unprofitable pricing was being multiplied by the number of people in those unprofitable seats! Some argue that we're seeing something similar in solar panels these days with China, by exam . . .
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ON-DEMAND CLASS: Who Do You Sell To - Cost Center or Profit Center Managers
Jerry Scher, Our Green Value
Do you struggle with deciding who you should meet with at an account? Have you found that the person you meet with frequently doesn't have the authority to make a decision? In this On-line class you will learn about the different agendas that Cost Managers and Profit Managers have and how to sell to them. . . .
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ON-DEMAND CLASS: The Art of Asking Questions
"When you're talking you only learn what you already know." Whether you are selling, managing, coaching, parenting or consulting, the ability to formulate and effectively ask questions is an impressive skill. Learn more about the Art of Asking Questions . . .
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ON-DEMAND CLASS: Focused Relationships 101
What makes a particular relationship more valuable than another? How can you intelligently and systematically decide where to focus your efforts? What is required to strengthen and grow key relationships? These questions and more are answered. . . .
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