Sales & Operations
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BILL LEE: Gross Margin: Who Is Accountable?
I read recently that the ability to lose weight is rooted in two key factors: achieving a balance between the number of calories consumed...
Industry News
BILL LEE: Threats to Your Business Relationships
Management indifference is a major threat to business relationships. How seriously your business’ relationships will suffer depends on how effective your management team is...
Industry News
BILL LEE: Is Poor Time Management Limiting Your Productivity?
How to double your sales via smarter time management.
Forty-one% of the salespeople I interview tell me that TIME is the number one obstacle preventing...
Industry News
BILL LEE: Questions Help Salespeople Identify Obstacles
Don’t be afraid to ask prospects what it might take to get the sale.
How long has it been since a prospect gave you a...
Industry News
BILL LEE: How to Win the Prospect’s Favorable Attention
To acquire new customers, let value speak before pricing.
You don’t earn the long-term benefits of bringing in a new customer by leading with price....
Industry News
BILL LEE: Plant Seeds For Future Sales
How to use prospect calls to gain competitive business.
If there’s one thing that’s often missing among the sales approaches many of our industry’s salespeople...
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Industry News
BILL LEE: Salespeople – Get Serious About Your Business
Follow these tips to develop a marketing plan to grow your numbers.
By Bill Lee
Most of the salespeople I know entered the 21st century with...
Industry News
BILL LEE: Always Put a Number to Your Service Claims
Differentiating your business to make the sale.
By: Bill Lee
Because virtually 100% of all sales-people claim to offer their customers outstanding service, I advocate that...
Industry News
BILL LEE: Time to Evaluate All Sales Prospects
Those who don’t meet the criteria you’ve established need to be pruned.
BY:Â BILL LEE
Only salespeople who continuously prospect for new business are in control of...
Industry News
BILL LEE: Talent + Experience + Chemistry
Making TEC an integral part of your hiring process will drive your company forward.
BY: BILL LEE
There are three letters all owners and managers should...
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