Items Tagged with 'sales process'

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Pillar 1: Centralized Appraisal Process

Ask the Expert: Step Aside if Emotions are Tied to a Trade

In my last article, I wrote about the importance of using the used equipment/remarketing manager to understand the current market conditions and outside influencers. Below are the three functions of Pillar One, the Centralized Appraisal Process, that I find most important. 


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Ask the Expert

Step Aside if Emotions are Tied to a Trade

Pillar 1: Centralized Appraisal Process
In my last article, I wrote about the importance of using the used equipment/remarketing manager to understand the current market conditions and outside influencers. Below are the three functions of Pillar One, the Centralized Appraisal Process, that I find most important.
Read More
Wider World of Business

A Consistent Sales Strategy is Essential

Every once in a while, I find a consistent problem in businesses that surprises me -- not just because it's unexpected, but because it's widespread. Companies — large, successful, forward-thinking companies — haven't adopted a formal, written sales process. Even companies that have embraced standardization in other departments, and see the benefits of formalized process in the rest of their business, seem unwilling to extend this systematic approach to sales. Why?
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