Productive Insights

5
Aug

Getting Closer to the Customer

Please join us Wednesday, November 1, 2006 in downtown Chicago for a free workshop that will help you Get Closer to Your Customer. Bernard Liebowitz, Ph.D, of Liebowitz and Associates and Philip Krone, President of Productive Strategies, Inc. , will discuss how you can use strategies to form solid, long-lasting relationships with your valued customers. Philip Krone’s presentation uses case studies from his

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5
Aug

CEO Sales Training

The CEO has the ultimate responsibilty for sales in his or her organization and must keep those skills sharp. To better understand the culture of selling, and what makes some sales people successful the CEO must possess those critical sales skills themselves. Overview: Seeking new ways to learn what your prospects and customers really need? Interested in finding a very

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5
Aug

The Sales Force Impasse

Are you faced with this ongoing challenge: You hired some great new sales reps… or so you thought. You invested your time and money in recruiting and training them. You’ve been waiting for the big surge in new business and revenue, but it just hasn’t happened, and it’s not likely. One of the reps is doing pretty well, but the

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5
Aug

Growing Sales Inside Your Existing Customer Base

Part of developing a sales process is determining what roles each of your business developers will play. Some people are hunters of new business from new accounts; others are good at growing business within existing accounts; others provide service. Some people are required to play all three roles. In this one hour presentation we will discuss different models in the

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5
Aug

Will Your Revenue Increase in 2008?

A large percentage of companies plan to maintain the current sales and marketing program but expect a stronger result next year compared to this. Some companies will improve execution of the plan and they will see stronger results. However, if you really want to increase the odds of hitting the new year’s revenue target you should be strengthening the program.

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3
Aug

The XYZs of RFPs

In last month’s column, “The ABCs of RFPs,” we talked about the myths and realities of requests for proposals (RFPs), which seem to be on the rise. We told the story of a firm that lost a major potential engagement, even though after the firm’s presentation the prospect had assured the firm’s partners they would be awarded the business after the

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3
Aug

The ABCs of RFPs

Recently, we’ve been getting more questions in our consultative selling training course, FOCIS®, about how to handle requests for proposals. The number of RFPs received both by companies and professional services firms seems to be increasing. How can you maximize your chances of winning? Here are two myths about RFPs and three realities we believe can help answer that question.

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3
Aug

Show and Tell or Ask and Listen?

Why do you think Chicago lost its Olympic bid? There’s a lot of speculation, as you know, and not just in the Windy City. Michael Jordan didn’t step up and Pele did. President Obama left after his “pitch” instead of waiting for the results, snubbing the process. Backroom deals were in the works, and Chicago was still at the front

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3
Aug

Productive Strategies Can Help You Discover Sales Growth

Most companies can’t identify which factor in their sales and marketing mix would, if changed, result in the most increase in revenue. Frankly, we don’t know what your number one sales challenge is either.. We do, however, have a process for figuring it out. While helping hundreds of companies we have found: Some need strategic help; otherstactical Some need a marketing plan; others

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3
Aug

“News” on Persuasion

The Chicago Tribune reported today that a consultant in California is gaining fans in the legal world for breaking the mold with his “frighten-ingly powerful” PowerPoint presentations. The article on the front page of today’s Tempo section correctly reports: Images are more powerful than text Using a creative artist to story board the message is powerful Dramatic visuals should replace boring pie

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