Pipe Strategy:
Selecting a small number of identified accounts
Funnel Strategy:
Selecting a large number of accounts to be identified |
Important Factors of Success we cannot Teach, but Measure:
- Desire to succeed
- Persistence
- Abstract Reasoning
Factors we can Teach:
- Customer Knowledge
- Application Requirements
- Argumentation for Success:
Feature,
Advantage,
Benefit.
Key Performance Indicators:
Coaching
- On site supervision of success
|
Process Organization and Customer Focus:
- sales prevention
- sales acceleration
- sales proliferation
Building Incentive Structures:
- key elements of decisions
- key elements of success
- plan development
|