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c-level relationship selling

• 1.

  C-level Selling - Know Where to Hunt and When - a 3 Step Process

  
  by Sam Manfer - 2008-05-27
  Building your market size and your market share from the ground up is a simple task that every sales person should do in his/her region.  What you want to have is a good visual, that you can easily u...
• 2.

  C-level Selling - Quality Sales Leads Will Come Once You Build Your Opportunity Matrix

  
  by Sam Manfer - 2008-05-30
  In a previous article I discussed building your Opportunity Matrix of potential sales on an excel spread sheet.  Each box in that matrix is a prospect and is defined by a "who" (company, division, lo...
• 3.

  Eliminate 2 Common and Critical Selling Mistakes by Using C-level Relationship Selling

  
  by Sam Manfer - 2008-06-12
  The New Account Syndrome The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough sales, s...
• 4.

  Business, C-level Selling - Eliminate 2 Critical Mistakes When Trying to Increase Sales

  
  by SAM MANFER - 2008-06-12
  The New Account Syndrome The biggest handicap to increasing sales and market share is the inordinate amount of time sales people feel they have to spend getting new accounts. These are tough ...
• 5.

  7 Reasons C-level Relationship Selling Eliminates the Need for Low Price Bidding

  
  by Sam Manfer - 2008-06-18
  1. I learned long ago the only way to use low pricing as a strategy is if you are the low cost producer.  In this way you can outlast your competitors by losing less.  Once they are out of business,...
• 6.

  C-level Relationship Selling Eliminates the Need for Low Price Bidding - a Case Study

  
  by Sam Manfer - 2008-06-19
  Here is a true story to go along with Wednesday's Blog on Eliminating Low Price Bidding.Recently a semi conductor client of mine wanted to move one customer's (A) production from one facility to anot...
• 7.

  Sales, C-Level Relationship Selling - 10 Tips for Developing C-Level Relationships

  
  by SAM MANFER - 2008-07-03
  Develop professional relationships with senior managers responsible for P/L and competition will not exist, price will be a benchmark only, business you never thought existed will surface, budgets...
• 8.

  Relationship Selling; Tak'n it to the Streets Implementation

  
  by Sam Manfer - 2008-07-28
  A Relationship Selling Example Recently I wanted to get to the Senior VP of Sales for Callaway Golf.  I saw an ad that made me think there may be an opportunity to do some sales consulting for them...
• 9.

  Sales Management -- Selling and Business Development in the 21st Century

  
  by Sam Manfer - 2008-07-30
  The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective.  The tools for selling -- lots of sales calls, lunches, golf and give-al...
• 10.

  C-level Relationship Selling: Relationship Selling is the Path to First Sales and Follow-on Cross Sales

  
  by Sam Manfer - 2008-08-04
  Those with the "In" win.   Everyone should agree that having high-level relationships is a significant advantage for making sales.  So how much time are you devoting to your existing clients to de...

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