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]]> http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/comment-page-1/#comment-32108 Dale Underwood Fri, 07 Dec 2007 04:04:23 +0000 http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/#comment-32108 Bob, I have to disagree with you. Most sales people simply aren't wired for strict procedures. They envision themselves (myself included) as the top performer...and we all know the top sales performer scoffs at formality. The problem is, they never quite understand that they are NOT the top dog even after years of underperforming and that they would probably benefit from more structure. I guess we B2B sales people are just optimists without rails. Bob,
I have to disagree with you. Most sales people simply aren’t wired for strict procedures. They envision themselves (myself included) as the top performer…and we all know the top sales performer scoffs at formality. The problem is, they never quite understand that they are NOT the top dog even after years of underperforming and that they would probably benefit from more structure. I guess we B2B sales people are just optimists without rails.

]]> http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/comment-page-1/#comment-32107 Valeria Maltoni Wed, 05 Dec 2007 17:13:54 +0000 http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/#comment-32107 Hi Bob from RI: Thank you for joining the conversation. I enjoyed your video on the site. Having a documented process is a good way to stay focused and monitor opportunity leakage as well. Hi Bob from RI:
Thank you for joining the conversation. I enjoyed your video on the site. Having a documented process is a good way to stay focused and monitor opportunity leakage as well.

]]> http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/comment-page-1/#comment-32106 Bob Washburn Wed, 05 Dec 2007 15:25:28 +0000 http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/#comment-32106 Valeria, Each of your points makes solid sense - especially mapping the seling process the customer's buying process. Recent studies tell us that 80% of b2b companies do not have a documented,enforced sales process, but let their salespeople "wing it". Sales managers out there - start 2008 with a company wide sales process; teach it to your salespeople and watch revenue rise and cost of sales plummet. Bob fom RI Valeria,
Each of your points makes solid sense – especially mapping the seling process the customer’s buying process. Recent studies tell us that 80% of b2b companies do not have a documented,enforced sales process, but let their salespeople “wing it”. Sales managers out there – start 2008 with a company wide sales process; teach it to your salespeople and watch revenue rise and cost of sales plummet.
Bob fom RI

]]> http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/comment-page-1/#comment-32105 Valeria Maltoni Wed, 05 Dec 2007 00:17:51 +0000 http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/#comment-32105 Cam: I actually had "basta!" in there, but then I thought of my audience and the jingle must have come out at that time ;-) Cam:
I actually had “basta!” in there, but then I thought of my audience and the jingle must have come out at that time

]]> http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/comment-page-1/#comment-32104 Cam Beck Tue, 04 Dec 2007 20:16:28 +0000 http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/#comment-32104 "Stop the insanity, work smarter." I guess it must be my hyperinfatuation with ads, even ads I dislike, that got me thinking "salesgenie.com" right off the bat. :) “Stop the insanity, work smarter.”
I guess it must be my hyperinfatuation with ads, even ads I dislike, that got me thinking “salesgenie.com” right off the bat.

]]> http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/comment-page-1/#comment-32103 Valeria Maltoni Tue, 04 Dec 2007 14:56:18 +0000 http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/#comment-32103 Hi Dale: Yes, I have written about cold calls. I can tell you are practiced in presenting a different way ;-) Thank you for stopping by, this is a tough crowd of discerning marketers here at the Daily Fix! Hi Dale:
Yes, I have written about cold calls. I can tell you are practiced in presenting a different way Thank you for stopping by, this is a tough crowd of discerning marketers here at the Daily Fix!

]]> http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/comment-page-1/#comment-32102 Dale Underwood Tue, 04 Dec 2007 13:29:51 +0000 http://www.mpdailyfix.com/b2b-is-your-cost-of-sales-skyrocketing/#comment-32102 Valeria, Ssshhhhh! you are going to make it tougher on us sales people that are enjoying a lack of competitive sales people. Most sales people don't even know that the internet shifted the sales process ownership from the seller to the buyer. They still cold call! They also do not know how to engage during the Research Phase of a project and seed the decision making criteria to influence the committee. Dale Valeria,
Ssshhhhh! you are going to make it tougher on us sales people that are enjoying a lack of competitive sales people.
Most sales people don’t even know that the internet shifted the sales process ownership from the seller to the buyer. They still cold call!
They also do not know how to engage during the Research Phase of a project and seed the decision making criteria to influence the committee.
Dale

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