06 May 2021

How to write a Business Plan

Business Plan 0 Comment
HOW TO WRITE A BUSINESS PLAN A business plan is a written document that summarizes the operational goal of a company and financial ability of a business. It is a guide to business success with full information and budgets that show how the goals of the business can be realized. Why you need a business plan? Benjamin Franklin once said “if you fail to plan, you are planning to fa...
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13 Apr 2016

What The Martian Can Teach Sales Professionals

Sales Enablement 0 Comment
This week, I finally watched the movie “The Martian,” starring Matt Damon. Damon plays Mark Watney, an astronaut trained in botany who is left for dead on Mars. Watney must stretch his food rations to keep himself alive in case help arrives. Using all the tools in his mental toolbox, and with no way to communicate with NASA, he engineers methods to keep certain death at bay until the nex...
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13 Apr 2016

How To Overcome B2B Price Objections

Sales Prospecting 0 Comment
Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition; they know how to “Google it,” etc. But information isn’t always knowledge, so they’re not nece...
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13 Apr 2016

Plan and Prepare For Your Sales Call

Sales Coaching 0 Comment
Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre if you “wing it.” Performance improves b...
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