How to schedule lead generating activities

How to schedule lead generating activities

Servicing existing customers’ needs will always tend to have your priority as you perform your sales role day-to-day. It is very easy to let prospecting slip and become too hard to do. The best way to avoid this is to have regular, scheduled times for identifying and contacting leads and to make allowances for new business presentations.

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How to develop your selling skills

How to develop your selling skills

Consultative selling requires product knowledge and technical expertise, but equal to these is customer knowledge and skill. In consultative selling, you become a resource person who, because you fully understand the prospect’s specific needs, you can meet the needs that relate to your product or services and also cross-sell to meet the prospects broader spectrum of needs. 

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3-ways to increase your contribution margin

3-ways to increase your contribution margin

In any business there are three possible ways to improve profit, these are: Increase sales volume, raise selling price, and reduce costs. If the outputs of your business are services rather than physical products, this can be restated as: Increase the quantity of services provided, raise unit charges (for example hourly fee rates)...

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