The third of a 3-part series covering best sales practices to make your 2013 number. Links and tools are included by Sales Benchmark Index Sales Consulting Firm.

1. Website Email Phone
www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338
Tips for Sales Leaders from the Sales
Consulting Industry
Part 3 of 3

2. A Sales Process without Job Aides…
…is like a dentist without
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tools to clean teeth. 2

3. Make sure your sales managers are impacting
the business, not jut reporting on it.
Click here for more information & tools 3
3 around sales manager impact

4. Only a customer
can determine if
they are a Key
Account.
You cannot.
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5. In strategic account programs,
less is more.
If you have more than 25
accounts in the program,
double check it. 5
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6. Selling services is different than selling products.
It requires two separate sales methods.
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7. By the time you get the sales appointment, the
customer has done a lot of research.
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8. Opening a
presentation
with a
company intro
slide is like
walking into a
bar with your
resume stuck
to your
forehead.
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9. All of your
customers Get
are on
social out of
media.
denial
Click here to for research to help 9
9
you make your number in 2013

10. Not all channel partners are created equal. Treat them
differently
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10 Click here for information & tools about creating a World-Class Channel Partner program

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12. A Channel Manager role is not a
“relationship manager”
Generate
incremental
revenue or
go home.
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13. Make sure every sales call has a call
objective prior to beginning.
But often
Simple…
overlooked.
Click here for more information around improving your sales process for better rep results.
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14. Prospects will What will they
Google you find?
before
agreeing to
do business.
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16. Click here for more information around creating a team of “A” players
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17. Great people with no process support
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result in failure 17

18. Sales Excellence = great people placed
in optimized performance conditions
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19. Learn More
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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