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Last Updated: February 22, 2012

How to Create a Marketing Plan

Posted by on Jan 24, 2013 in Articles and Comments | Comments Off

HOW TO CREATE A MARKETING PLAN.        Prospecting for new leads has another name – it’s called marketing.  Most sales people cold call because no one ever taught them about marketing. You should create an Annual Marketing Plan for your territory every January. A marketing plan is made up of a series of marketing programs throughout the year.  A marketing program is quite simple to develop.  Basically it consists of a promotional idea—with a limited time-frame—that is of interest to a subset of your prospect population. As...

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The Annual Plan

Posted by on Jan 14, 2013 in Articles and Comments | Comments Off

THE ANNUAL PLAN.       In the beginning of any new year you should consider your goals and objectives.  This is an excellent time to analyze the past year, and plan for the new one.   By far, the most comprehensive plan is your annual territory marketing (business) plan. Each sales territory is like its own small business, and like any small business you should complete an annual business plan.  For most territories, a five-page, typed marketing plan is probably sufficient.   Find a quite place, pour a cup of coffee,...

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End of Year Tax Advantages

Posted by on Dec 19, 2012 in Articles and Comments | Comments Off

If you sell qualified equipment in 2012 don’t forget to discuss the tax savings using the Section 179 Tax Write-off.  In my book, make More Sales and Make More Money (ISBN 978-0-927701-05-1), I discuss the value of tax consequences when cost justifying a purchase of equipment or software (see below). 5. Tax Consequences Tax considerations are a valuable technique to help cost-justify your product. Most businesses pay taxes, and your product maybe expensed or depreciated. Your prospect’s accountant should determine the exact value of the...

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What Makes a Great Salesperson?

Posted by on Feb 24, 2012 in Articles and Comments | Comments Off

Get a copy of Make More Sales and Make More Money from Amazon.   What makes a great salesperson? I’ve often thought about this—especially when I’m interviewing sales candidates for an open position. If you complete an Internet search on that topic, you’ll get thousands of hits, so I guess a lot of other people are trying to figure it out also. Every sales organization looks for that “star” salesperson—since most companies realize that just a few of their salespeople make most of the sales. What makes those people the...

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