facing in 2012? •          What assumptions are you making about the market in 2012? •          What assumptions did you make about your. 2.1.5      Key measurements (Market share, profit, growth, etc). 3.1.5      Market Share. Market Coverage Strategy. 4.1.1      Market definition. Support systems (HR, Marketing, administration, IT, Engineering, Manufacturing). 12.1.2   Marketing support:  Collateral, lead generation, PR events, trade shows, Press releases.   Your 2012 Sales Plan. offerings in 2011? capability in 2011? Still true?  . Execute. MORE >>

Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “ non-competitive but sell in to your existing market”.  Create a spreadsheet listing all of the “ Circles of Influence” within your market and assign someone to connect with each person on a regular basis.  Are they already active, how would you judge their existing market relationships?  What is their profile within your market?   Increasing Your Reach and Your  Income. I call these Business-EcoSystem partners. MORE >>

With each change to your buyer’s business and their market comes a new opportunity for your competitors to sneak in and steal your account. . Four Open Doors.  . We offer you a Guest Blog this week:Great idea’s to open 2013: Ken Thoreson. For all the confidence and poise they possess, sales reps can be paranoid individuals. Nearly every rep I’ve ever met is constantly worried that they aren’t doing enough for their customers, and that the competition is looming just around the corner, waiting to pounce at the first sign of dissatisfaction. . But that would be a lie. Ask yourself: . MORE >>

Building a Marketing Plan. 'Learning by Observing. This past week I had the opportunity to participate in what is called a Speakers Showcase, 10 professional speakers had an opportunity to stand up in front of 100+ Association managers and give a 15 minute program based upon your desired topic.   I used the topic: Gourmet Living: Building a Menu for Your Life! The real opportunity for me was to sit back and observe other individuals not only to hear their message, but more importantly see how they: opened their presentation, energy levels, body language, vocal tones. How they closed. . MORE >>

Cover the development of a Salesperson’s Business Plan – development techniques, their use in account development, pipeline and quota attainment, influencer/consultant focus, new account creation, market and territory coverage, and personal and sales skill development. . Sales management tools to increase market/account penetration. The 5 Measurements/Metrics of Sales, Marketing, Management Effectiveness. 'Programs to Increase Your Professionalism. This is one of 10 Sales Management Training programs from Top Sales Management: read below. Learn to build predictable revenue. MORE >>