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I am not growing fast enough!

There is a big public bully in my market. Amazon is beginning to offer some of my high volume products. My sales organization is mature- let's say 70% are over 55. My strategic partners don't play well on the playground let alone my sand box. Our association is becoming an employment referral center. Loyalty means low price.

I need a PILL!
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I can’t get my people to follow our process



Have you invested in an improved sales process, only to find that your sales reps are not following it?  Have you identified best practices for how to sell, explained the process to your team, but can’t be sure they are following the process?  Unfortunately, this experience is all too common.  Sales teams often have reps or managers who have perfected a “best practice” sales process which produces results, but which most team members just don’t follow.
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Pricing – Parity or Parody

 

Keep your eye on the Ball. Margin Management. Progressive Pricing. Value Pricing. Performance/ Importance Gap Analysis. Heat Map. Key Attribute Performance. Competitive Landscape. Building Strategic Relationships. Isn’t price just cost + desired return???

 

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How to Grow your Business

 

Run faster. Innovate. Invest more time in the business. Launch the breakthrough product. Find a new sales manager. Fire the rep organization. Go to another trade show. Social Media - maybe that’s the key. No - but maybe a better website. Hey, what happened to the trade show leads from last year? On and on and on……