In the B2B market space all sales leaders face similar issues and these centre on sales productivity. A significant level of revenue and margin is often produced by about 20% of the sales force. The major issues are that sales people spend too much time with customers where there is no intention to purchase. This costs time, money and absorbs sales management time. STRONGMAN© is a process which significantly reduces time wastage and improves sales productivity. Traditional sales methods of driving activity and creating pipeline are all responsible for reducing sales as opposed to increasing them!
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About the Author
Ed Wal, BSC, CIM, CIPD is a founder member of The BWD Partnership, which provides sales and marketing training. As an international speaker he has been engaged in major strategy reviews, the management of change projects and designed and implemented major training programmes in the USA, Europe and Australasia. He is the author of Solution Selling: The Strongman(c) Process. (Publisher: PG Press 3 May 2016)
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