The Axioms of Selling Blog

Suzanne Franks

Suzanne Franks
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08 Dec by Suzanne Franks

On a recent flight, I found myself annoyed at all of the pre-flight safety announcements. I simply wished that this continuous droning being blasted from the speaker over my head would cease so I could concentrate on my book.

As I began to look around at the other passengers, I realized that I wasn't alone; very few people were paying attention. While there is no doubt that the message had potential benefits should we find ourselves in need of securing our own oxygen masks or turning the seat cushion into a flotation device, it simply wasn't resonating with the majority of the passengers.

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06 Dec by Suzanne Franks

I came across an interesting, yet not surprising statistic the other day. According to a report by ES Research Group, 90% of all sales training programs have no long-term impact beyond 120 days.

This means that 10% of programs do, which is typically a solid return for sales training investments. But what if you could get well beyond that statistic? An already strong ROI for sales training would only get stronger.

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20 Oct by Suzanne Franks

Today's buyer-empowered, uber-competitive selling environment requires sellers to be much better at qualifying opportunities than they have ever been in the past.

Why? Because buyers have ready access to the product information they believe they need to make a buying decision. When sellers arrive they, the buyers, are ready to close the sale by negotiating the best price.

Sound familiar? So if qualifying is so critical, doesn't it make sense that sales organizations clearly and precisely define a standard set of client information objectives that determine when an opportunity is well qualified?

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05 Jul by Suzanne Franks

Nearly everyone would agree that the ability to accurately forecast sales results on a timely basis is the Holy Grail of sales management. Accurate sales forecasting is the culmination of all preceding activities and allows for enhanced cash flow, proper resource allocation, improved product development, sales trends, and investor/board credibility.

The ability to accurately forecast sales is key to improving sales performance. In fact, sales optimization studies have found that sales performance improves when sales managers are measured and compensated on forecast accuracy versus the performance when forecast accuracy is not considered or seen as a critical sales manager function.

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