Sales Campaigns

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Articles (sales)

Campaign vs. Process

Process: a repeatable sequence of events that produces a predictable result. Campaign: series of military operations and aggressive actions for a specific objective that flex depending on the enemy’s capabilities and responses, and other unforeseen circumstances....

Work vs. Knowledge

The upstairs furnace was not running, a quick look convinced me that a repair call was necessary. After introductory comments, the repairman proceeded to find the problem and fix it. Upon leaving he disclosed how he fixed it with ...

Hope vs. Strategizing

So much rides on sales success: the house payment, new car, vacation, college educations, investments, self esteem, etc., it is no wonder that hope is fundamental to the sales-professional’s personality

Knowing What to Strategize

Years ago, upon complaining to a sales manager about how tough selling was, the response was “Would you rather go back to working for a living?” ...

Adjusting Plans

The VP of Sales stood in front of the sales organization and with the president in the audience announced that this was a critical quarter. The management team needed a very good handle on sales activity and the forecast for the quarter...

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