Sales strategy and process How to close more sales using a strategic approach

Date December 10, 2007

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(strategic vs tactical)

The concept of strategy has been borrowed from the military and adapted for use in business. In sales, as in the military, strategy bridges the gap between policy and tactics. Together, strategy and tactics bridge the gap between ends and means. Strategy answers the question: What are the ends we seek and how should we achieve them, in other words strategy is a plan, a “how,” a means of getting from here to there. Too often sales people dive into sales without taking the time to develop a strategy for success and more often than not it results in less than satisfactory results. In this episode Joe and Mike talk about how to go about developing an effective sales strategy that will improve your success and help make more money.

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This weeks Master:

Bill Nussey CEO of SilverPOP

The use of email marketing software and solutions for opt-in, permission-based campaigns can generate vast improvements in customer loyalty and lifetime value.
Bill Nussey has more than 13 years of experience as a chief executive for technology companies. Over the years Silverpop has been the originator of many industry best practices and innovations. As CEO, he has consulted with numerous marketing executives on the use of email as a strategic communications channel and, over the years, uncovered solutions to many of the challenges marketers are facing. Nussey shares these insights in his recently released book, The Quiet Revolution in Email Marketing. In 2004, Nussey received the Direct Marketing Association’s Marketing Technology and Internet Council Annual Award of Excellence and was named Marketer of the Year by the Atlanta Interactive Marketing Association.Sales Podcast Paragraph

Sales Podcast Show Notes:

Julian’s Blog 

Sales Graduate – Entry level sales person, straight out of University/College.  Prefer someone who’s worked in retail sales or telephone sales during their education.  Must have a passion for computers and all things technical.Account Manager – Farmer pure and simple.
We’re an IT services company specializing in Storage, Networking and Desktop Support with an awesome team.  We’re very focused on finding the right people who will fit in with the team socially. Company website is or they can find me on LinkedIn.

Tim Wackel – Ballistix, specializes is what we call sales process engineering. They work predominantly with organizations that sell services and ‘major’ products. They assist these organizations with sales process design and management, technology, and communications

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Listen to this weeks Sales Podcast

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One Response to “Sales strategy and process How to close more sales using a strategic approach”

  1. How to Plan Your Sales Strategy Several Moves Ahead : The Sales Action Plan… Sales Blog and Sales Podcast said:

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