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The Big Sales Factory
- 1. Building The Big Sales Factory
- 4. What is a Big Sale?
- 5. What is a Big Sale?
- 6. What is a Big Sale?
- 7. What is a Big Sale?
- 8. What is a Big Sale?
- 9. What is a Big Sale?
- 10. What is a Big Sale?
- 12. Why do we want big sales?
- 13. Why do we want Big Sales? ?
- 14. Why do we want Big Sales? ?
- 15. Why do we want Big Sales? ?
- 16. Why do we want Big Sales? ?
- 18. What is The Big Sale Factory?
- 19. What is The Big Sale Factory? ?
- 20. What is The Big Sale Factory? ?
- 21. What is The Big Sale Factory? ?
- 22. What is The Big Sale Factory? ?
- 34. Best Practices of The Big Sales Factory
- 36. Numbers means…
- 37. Numbers means…
- 38. Numbers means…
- 39. Numbers means…
- 45. So, if that was bad, what’s good?
- 50. Great Resource
- 51. Case Study: A Rich Man
- 52. Self Audit: Focus vs. Numbers Game
- 64. Case Study: Doctors with Big Borders
- 65. Self Audit: Process vs. People
- 69. “ Organizationship ” Selling vs. Relationship Selling
- 70. “ Organizationship ” Selling vs. Relationship Selling
- 71. “ Organizationship ” Selling vs. Relationship Selling
- 86. Case Study: 5x in 17 weeks
- 87. Self Audit: “ Organizationship ” Selling vs. Relationship Selling
- 91. Strategy Driven vs. Luck Driven
- 92. Strategy Driven vs. Luck Driven
- 93. Strategy Driven vs. Luck Driven
- 101. Case Study: Shift from Star Chasing
- 102. Self Audit: Strategy Driven vs. Luck Driven
- 106. Business Solutions vs. Iron Triangle
- 107. Business Solutions vs. Iron Triangle
- 108. Business Solutions vs. Iron Triangle
- 109. Business Solutions vs. Iron Triangle
- 110. Business Solutions vs. Iron Triangle
- 117. Case Study: You’re Stuck, We’re it…
- 118. Self Audit: Business Solutions vs. Iron Triangle
Notas do Editor
- SIZE
- COMPLEXITY
- CHANGES YOU
- PROCESS
- BUYERS
- DIFFERENCE BETWEEN REASONS
- THEY BRING CHANGE
- GROWTH
- NO MAN’S LAND
- PROGRESSION OF EVOLUTION – LITTLE TO BIG
- Craftsmen
- Guild
- Industrial revolution
- Lean Manufacturing
- ACTIVITY one eyed dog in a butcher shop, everything looks good
- MEASURES – CRM believes if we watch closer, we get more
- MONEY – put money on the problem and it gets better
- TERRITORY – shape your thinking around geography
- ROCKSTARS
- MINI ME
- 1:1 ratio
- Like/Trust vs. Fear/confidence
- Turnover kills your confidence
- Plan for farming, pray for rain
- Wait for whales trying to grow a sale
- Economic Rollercoaster
- Crown Partners shift to Mid-Market hunting, top-to-top and then step-based approach
- Iron triangle of product quality, service, price
- Excel spreadsheet selling
- Win by a nose, run the race again Means win by a nose, lose by a nose
- Personnel changes = risk
- Incremental