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Gary D. Seale - MBA
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A review of 20 Common but painful and sales limiting issues found in SMBE's.
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SMBE Sales Concerns
1.
SMBE SALES CONCERNS Trucon Sales
Consulting Analysis and Productivity
2.
Concern #1 No clearly
defined target market defined and communicated to the sales team. 2
3.
Concern #2 Attitude: Positive,
Confidant, Energetic Prosperity Oriented Smile …….! 3
4.
Concern #3 No differentiation message
developed and used. Have a well-developed tag line. 4
5.
Concern #4 Product offering
is too diffuse for your capacity and consequently not trustworthy
6.
Concern #5 Sales team
is too aggressive. Pressure closes Arrogant Unbelievable claims Predatory marketing Follow up frequency 6
7.
Concern #6 Owner is
tasked to perform the sales and marketing role in addition to all the other owner/manager responsibilities. 7
8.
Concern #7 No vision
statement is developed and used to guide the sales team toward a future goal. 8
9.
Concern #8 No mission
statement is developed to guide daily Activities.
10.
Concern #9 The lack
of a digital sales and marketing approach. 10
11.
Concern #10 Failure of
the sales team to thoroughly follow up Fear factor? Number of repeat calls (Lack of) 11
12.
Concern #11 Weak product knowledge, presentation
and closing skills 12
13.
Concern #12 The website
content and structure is inadequate. SEO is weak What do you deliver?
14.
Concern #13 Product Quality Issues 14
15.
Concern #14 Sales team
is not interacting with the true decision maker 15
16.
Concern #15 Lack of
a coordinated sales and marketing plan 16
17.
Concern #16 Minimal or no
accountability in place
18.
Concern #17 Sales efforts driven
by a set of metrics that does not generate business 18
19.
Concern #18 Comp plan
penalizes instead of rewards the sales contributors 19
20.
Concern #19 No sales
training or motivation methods provided for the sales team members 20
21.
Concern #20 No CRM
tool in place to track clients, prospects and sales opportunities
22.
Trucon Sales Consulting www.truconbd.com 512-219-6677 GDS@truconbd.com Gary
D. Seale - MBA
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