Friday, February 10, 2012

Account Management with the ValueSelling Framework

Effectively managing your customer base to generate ongoing and continuous revenue is critical for every sales professional. Yet the skill-set required for proactive customer management is often sacrificed for new business acquisition. How do you effectively add value to your current customers, how do you maintain access and lock out the competition, and how do you engage in new business sales? 

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Tuesday, November 15, 2011

Getting Ready for the Year-End Push

Are you prepared and on track?
The selling year is almost over and the end of the year push is on!

It’s a crazy time of the year for sales people and business. As the calendar year ends, the holidays also create havoc on timing and scheduling. Now more than ever, it’s important to stay focused. Do you have enough prospects in your pipeline to produce the sales needed to meet your year-end goals? Do you have a valid strategy for each opportunity? 

Julie Thomas, President and CEO of ValueSelling Associates discusses how and where to focus your time and efforts to close the business. Using the ValueSelling Framework® as the foundation for this process, Julie will explain how to minimize the risk that you will be blindsided, help you effectively prepare for the year-end push and positively impact your fourth quarter results. 

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