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Date: October 5, 2007

Subject: Effective Business Sales Approach – Quality and Quantity Principles

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If everyone in business (large or small, online and off-line) applied the kind of business principles that the customers prefer, would they succeed? How important is quality or quantity to this success? Well quoted below is just a part of Research Report that may help a lot of people, if applied correctly:

Quote: Developing a Smarter Sales Organization

Today's sales manager is faced with a myriad of challenges in an increasing hostile selling environment -- deals stuck in the pipeline, frequently missed sales…"commits," sales people not hitting quota, and high sales employee turnover are just a few of the issues that the beleaguered sales managers must tackle day in and day out.

Improving sales effectiveness is a double-edged problem. The smart sales manager is not only concerned about gaining visibility of the sales process, but is also providing the sales representative with the knowledge, tools and informational resources.

It's Not Just About the Leads

Past research conducted by the Aberdeen Group revealed that 70 percent of organizations directed their sales technology investments toward the needs of sales managers (i.e. the buyer) rather than the needs of the quota-carrying sales executive.

In that baseline study, half of the surveyed managers felt lead quantity and lead quality were the top "Sales Effectiveness" issues. However, when asked the same question, less than 5 percent of sales executives felt the same way. In a recent follow-up to that earlier study, new Aberdeen research reveals that lead quantity is not the primary issue for either sales manager or sales representatives. In fact, increasing the quantity of leads is rated among the lowest strategic priorities of the surveyed organizations.

End of Quote. Read more at:

http://www.crmbuyer.com/story/59574.html?u=ectfriend&p=ENNSS_f99b89ddf449d6c3b07d83e31d04e063

Information from SFI Marketing Group:

The Veriuni Store Online and Nice Offers Saving Coupons

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Other Interesting Subjects and Links:

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Newsletter Producer/Writer - Michael T. Taylor (The Online Friend)

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