Planning

The 3 Ps to Successfully Manage Your Business

Posted by David Wallace on May 31, 2022

You need the three Ps to successfully manage your business – plans, people and process. These are complemented by metrics and results. Plans Plans are your roadmap to achieve the goals you have set for your business. Without plans, your goals simply become dreams that are unlikely to be realized. There are two types of […]

Read More

8 Parts of an Effective Lead Generation Program

Posted by David Wallace on May 17, 2022

An effective lead generation program has eight parts – planning, target, message, roles and responsibilities, communication vehicles, metrics, qualification and follow up. Planning Before implementing a lead generation program, first create your plan. Your lead gen plan identifies: Who you will contact. The “who” is your target audience. This includes how to get lists of […]

Read More

Without a Plan, You’re Going Nowhere Fast!

Posted by David Wallace on February 8, 2022

A territory plan is an essential sales management tool. Without one, a sales goal is just a number. Without a territory plan, your sales reps will not know what it takes to meet their goals. And you will have no assurance they can get there. You’ll be flying blind. February is the time to conduct […]

Read More

5 Considerations When Selling in Today’s World

Posted by David Wallace on January 4, 2022

Long gone are the days of selling via drop-in cold calls, extended lunches, and afternoons of golf. They’ve been replaced with social media campaigns, text messages and Zoom calls. Selling today requires planning and discipline. Five considerations must go into your sales call planning efforts today. Pull and push marketing – Use a combination of […]

Read More

Do Your Sales Reps Have a Sales Strategy?

Posted by David Wallace on August 10, 2021

Your company’s sales strategy is complete. You’ve identified the market segments and the types of companies you want to reach. You know what offerings you want to sell. You’ve got a clear message. All your sales tools and marketing programs are in place. You’re ready to go. But what about your sales reps? Without them […]

Read More