Successful Sales Management: Why Go After That Sale

Great News. ?A new prospect called and asked us to send in a proposal. This sounds like easy business. Maybe the marketing is working at last?

If only life were that simple? But unfortunately it isn't. Every sales project costs money, and every sale lost is cost of sale wasted.

That's why big businesses use bid review to decide whether to engage with new prospects.

In this article we explain the theory and give examples of how it works.

Do We Go After This Deal:

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Bid review is an essential step in?best practice?sales management. It is broadly the same for any sales opportunity, although for smaller, simpler deals the milestones can all be part of the same conversation. For bigger deals planning and executing a process is imperative. The higher value will warrant more of an investment in cost of sale. More investment needs more confidence in a successful outcome. That confidence comes from the process. There are nuances for specific?business models, but that process should comprise the following phases:

1. Qualification ? are we sure the customer will buy from somebody?
2. Bid Review ? can we win this deal, and will it be worth the effort?
3. Proposal- ways the offer will satisfy the customer requirement, for how much.
4. Negotiation ? refining the terms of the proposal.
5. Contract ? terms of business.

Next up is Bid Review ? can we win this deal? And do we want to? Here are some sample questions for the Bid Review:

1 ? Can we satisfy the customer?

Disappointed customers?make poor business partners and worse references. Winning business we can?t deliver is an exercise in self destruction. Take a hard look at:

• Do we have reference customers for this requirement?
• Do we have the resources within the customers time frame?
• Will our solution achieve the customers objectives?

2 ? How do we perform against the competition?

Are we being considered as a potential winner, or just cannon fodder? Buyers select short lists of three, knowing two aren?t going to win. One vendor?s preferred. The others are there to keep the other guy honest.

• Do we typically win, or lose, against these competitors?
• Do we have a strategy to win this time, when everybody expects us to lose?
• What is our edge, and how does the customer perceive it?

3 ? Are there risks to our business?

Not every piece of business is good, even when its profitable, but especially when it isn?t profitable enough. These aren?t necessarily reasons to?walk away, once we know how to manage the downside.

• Does the margin improve, or reduce total %age gross profit?
• Is cash flow negative at any point?
• Will service to existing customers be harmed?

4 ? Can we engage the customer in a Buy/Sell process?

The customer has to work with us through discovering requirements and defining how they?ll be met.

• Are conversations open or closed?
• Does the customer accept and deliver on tasks?
• Do we have access to the people we need to convince?

5 ? Where?s the?opportunity cost?

• What else could we be doing instead of trying to sell this?
• Would that be better for our business?

6 ? Have we got a coach?

In any?sales campaign?the playing field changes, and keeps doing it. Competitors don?t sit quietly on the sidelines while we do our thing. We need an inside track, keeping us in touch with what changes.

• Who is our coach?
• How much influence does the coach have?
• Why does the coach want us to win?

and finally?-

7 ? Would WE buy it from US?

Stand in the customers shoes and answer the question. Be honest. This is the most vital of all the questions.

Make forensic Bid Review a crucial step in your sales process and you?ll increase win rates, prices and margins. You?ll also qualify out of more deals, but that?s the whole point of bid review;

It?s about not wasting cost of sale, time and resources in deals we can?t or don?t really want to win.
If this article has captured your interest, you might want to come back some time and look at some more ideas on?sales strategy and process.

Source: http://successfulsalesmanagement.stevensreeves.com/2012/08/why-go-after-that-sale.html

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Only Amazon.com $159.49 Are subject to Change (Limit Time Offer) Overview: Plantronics Savi Office is the wireless headset system that unifies voice communications and integrates your desk phone and PC providing business critical sound quality. Use the Savi Office system to mix calls between your PC and desk phone?conveniently combine a desk phone call with a PC call for real-time collaboration, or easily switch from one type of audio or device to another. Plus, Savi Office offers a longer wireless range for natural movement along with a variety of comfortable wearing styles, interactive software for personalization, and an adaptive battery system for longer battery life and an energy efficient approach to power usage. Highlights: Work Smarter?switch and mix audio between PC and desk phone with one headset Integrates your PC and desk phone providing hands-free communications for conference calls, PC calls, Web conferencing and online presentations Business critical sound quality, whether on a desk phone or PC, for improved efficiency and reduced work day stress Premium PC audio with improved call clarity and lifelike fidelity with wideband PC audio?hear your conversations clearly every time Unprecedented level of comfort, flexibility and choice with multiple wearing styles Energy-efficient approach to power usage and longer battery life with adaptive power system Features: Operating Frequency: DECT 6.0 Wearing Styles Convertible: over-the-ear, over-the-head; Over-the-ear Electronic Hookswitch Cables Available for: Alcatel, Avaya, Cisco, Polycom and Siemens systems (Sold Separately) HL10 Handset Lifter Accessory (Sold Separately) Digital Encryption: 64-bit DSP (Digital Signal Processing) PC Wideband Audio Range: Up to 350 feet Headset Controls: Volume, mute, call answer/end Software Personalization: Ring tones, volumes, default settings Dual Connec

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Source: http://metrobloggen.se/shoppingonline/plantronics-79957-01-savi-office-over-the-ear-dect-6-0-wireless-headset-system/

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Study: US cities increasingly segregated by income

WASHINGTON?? U.S. cities have become increasingly segregated by income since 1980, with the greatest divide in fast-growing Texas metropolitan areas, the Pew Research Center reported on Wednesday.

This rising segregation is seen in 27 of the 30 biggest metropolitan areas and stems from the long-term increase in U.S. income inequality, Pew said in its study of Census data.

Residential segregation by income is less widespread than segregation by race, even though U.S. black-white segregation has been falling for decades, the report said.

The analysis shows that 28 percent of lower-income households in 2010 were in a mostly lower-income neighborhood, up from 23 percent in 1980.

Eighteen percent of upper-income households were in a majority upper-income census tract, twice the level in 1980.

Rising income inequality "has led to a shrinkage in the share of neighborhoods across the United States that are predominantly middle class or mixed income," wrote Paul Taylor and Richard Fry, the report's authors.

The share of neighborhoods that are middle class fell to 76 percent in 2010 from 85 percent in 1980.

Among the 30 biggest metropolitan areas, San Antonio, Houston and Dallas show the greatest segregation of neighborhoods by income, the report said.

The least segregation was seen in Minneapolis-St. Paul, Portland, Ore., and Orlando, Fla.

Most of the metropolitan areas showing the greatest increase in segregation have seen significant population growth as people moved in.

For example, Houston, Dallas and San Antonio are among the fastest-growing U.S. cities, with growth partly fueled by low-wage immigrants moving in along with better-paid high-skill workers and well-off retirees.

(c) Copyright Thomson Reuters 2012. Check for restrictions at: http://about.reuters.com/fulllegal.asp

Source: http://www.msnbc.msn.com/id/48446184/ns/business/

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The Best Dentists can be easy to find

A lot of people aren?t happy with their dentist in woodland hills, but they stay on out of habit or convenience. If you are at the point you feel you have to change your dentist all costs, then this is a good thing. It means you care enough about your health to make sure you go to the best people. The fact that you?re reading an article on how to accomplish this is an even better sign. This article is here to help out, so read on?

I want you to realize that just like you had a bad dentist, a lot of your friends have an ideal or great dentist. Perhaps they stumbled onto a great one as their first choice, or perhaps they had to change a few to find the right one. In any case you can ask around and find out who?s pleased with their dentist and who is not. Don?t be shy and be sure to interview all your friends and acquaintances for the answers.

And yes, there?s also always the internet ? that thing you?re on at this very moment while reading this articles. Depending on your exact location there might even be websites that sort, rate and review each dentist near you on several criteria. Try to find these resources and use them to track down the right dentist for you.

Once you have a list of potential candidates thanks to either friends or the internet, you need to use your personal criteria too. I mean it doesn?t matter if a dentist was recommended by the whole world to you. You need to like the dentist yourself. So be sure to call each potential candidate over the phone, set up a meeting and see how you like each one.?Dori Dental Arts

Source: http://www.mobettasoul.com/relationship-advice/the-best-dentists-can-be-easy-to-find/

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Consultant - Baton Rouge, LA Jobs - Careers.org

Advantous Consulting, LLC is one of Louisiana?s leading business consulting firms. We provide our services to a very diverse client portfolio operating in various industries and ranging in size from small businesses to Fortune 100 corporations. Our consulting and advisory services include assistance with business incentives, tax credits, sales/use taxes, property taxes, lobbying, and governmental affairs. Advantous team members are provided exciting career growth opportunities and a stable work environment that empowers decision making and fosters quality, integrity, trust, and professionalism. We currently have immediate full-time positions available in our Business Incentives and Sales/Use Tax departments.

Core Duties:

?????????? Assist with the management and delivery of client engagements

?????????? Manage project deadlines to ensure proper accountability

?????????? Maintain professional relationships and communication with clients

?????????? Perform various other project related tasks as assigned

Job Requirements:

?????????? Ability to thrive in a multitasked and deadline driven environment

?????????? Quick learner with strong analytical, research, and organization skills

?????????? Team player with a professional and positive attitude

?????????? Ability to travel as needed

Computer Skills:

?????????? Must be proficient in Microsoft Excel, Word, Outlook, and Power Point

Education & Experience:

?????????? Bachelor?s degree in accounting, finance, or related field. Experience in tax, accounting or audit preferred.

?????????? Strong academic credentials

?

Advantous offers an attractive salary and benefits package including, but not limited to, medical insurance, dental insurance, disability insurance, vision insurance, life insurance, and 401K and Profit Sharing Plan.

Advantous is an Affirmative Action/Equal Opportunity employer.

?

?

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Source: http://jobs.careers.org/job/JHR4X86NRWW8L3NT0ZY/Consultant

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5 Easy Ways to Budget Money

Managing your finances is really challenging especially in the age of sky-high demands for both your money and your time. However, despite these demands, it is important to know how to budget money to secure financial stability for you and your family. If the entire process seems too tedious or complex for you, then here are 5 easy ways to budget your money to secure a safe financial future.

Record Your Income & Track the Expenses:

You have to record the exact amount you are earning. It?s the most basic step for money management and you have to count every income stream coming into your accounts, including your salary and any additional income. The next step is to track the expenses. You must keep account of every day to day expense including your daily trip to Starbucks. Recording your expenses all you to check how far your expenses meet or exceed your income. There are budget worksheets available with rows and cells where you can keep account of your earnings and regular expenses. These budget worksheets can be found both in the Excel spreadsheet and in pencil & paper formats too.

Set the Priorities:

Now, make a list of your necessary and indispensable expenses and a list of the not-so-vital luxuries like spa treatments or dining out. Your actual task would be to allot your earnings primarily for the basic priorities like groceries, monthly medical checkups, tuition fees, car maintenance and so on. Then, if the budget allows, allot some of the remaining money for your luxuries but never go over your budget.

Save money:

Find out the discount sales and rebates to save money as much as possible. Try to conduct your shopping affairs from online stores only as the online shopping charges are lesser compared to land based stores.

Budgeting Coach:

You can also consider consulting a good budgeting coach too. These are seasoned financial experts who provide effective advice on budget management for a nominal fee. The budgeting coaches can really help you out if you are too confused with your needs versus wants, earnings, assets, expenses and debts. These coaches are well aware of the money matters and offer budget consultation packages for 1 hour to 4 hours which you can select based on your needs.

Personal Finance book:

There are personal finance book materials written by money-management experts which also provide an easy to understand budgeting program for everybody that helps a lot in understanding the money monitoring effectively.

Michael Kastler is a personal budgeting coach, a personal finance book author and provides budgeting worksheets to help people manage their personal finances.

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Tulum Real Estate ? 3 Great Options in Land, Condos and Homes

One of the many exciting points about the current boom in Tulum real estate is the variety of options there are available.? To give you a little taste of this variety, I?ve picked out an example of Tulum land for sale, Tulum condos for sale and Tulum homes for sale (in Bahia Principe real estate) which I feel represent many of the best features in their property type.? For each one, I?ve picked out what I feel is the most important feature, a picture, and a brief description.

Los Arboles ? Land for Sale

Main Feature ? Very Large Ecological Lots in a Nice Development

Picture ? A Completed, Sustainable Luxury Home:

Description ? Los Arboles promises the ideal combination of sustainability and luxury.? This unique combination is ideal for Tulum?s eco-focused culture and also points to excellent investment potential.

Real Zama ? Condos for Sale

Main Feature ? Closest Condos to the Beach in a Trendy Neighborhood

Picture ? A View of the Complex?s Common Area:

Description ? Real Zama offers beautiful condos walking distance from the beach, Tulum?s town center, and the trendy village center of Aldea Zama.? There is also good potential for rental income, especially since there are currently few condos available for vacation rental.

Riviera Homes ? Homes for Sale in Bahia Principe

Main Feature ? Full-ownership golf course homes in Tulum?s most complete resort complex.

Picture ? A rendering of one of the home options:

Description ? Located on the prestigious Riviera Golf Course designed by Robert Trent Jones II, these homes also have complete access to all resort amenities, including beach access by means of an upscale beach club.

These three options are definitely among my top picks in Tulum, and reflect the variety of property styles available, and how each one appeals to a different lifestyle with unique investment potential.

TOPMexicoRealEstate.com; Mexico?s Leading Network of Specialists for Finding and Purchasing Mexican Properties Safely

Tagged as: Bahia Principe real estate, Tulum condos for sale, Tulum land for sale, Tulum Real Estate

Source: http://www.topmexicorealestate.com/blog/2012/03/26/tulum-real-estate-%E2%80%93-3-great-options-in-land-condos-and-homes/

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