10 Critical Mistakes That Are Costing You Sales – STC, Howard Highsmith
10 Critical Mistakes That Are Costing You Sales
Exactly, when did it become “acceptable” that an organization operating in a complex selling environment would consistently lose significantly more of their qualified sales opportunities than they actually won? And worse… they would do little to anything about it!
Mistakes made by organizations selling in a complex sales environment are often compounded. In this one hour program you’ll explore the critical importance of using tactics that are tied directly to a strategy.
Description:
Learn to:
- ‘Inspect’ what you ‘Expect’ using formulas and benchmarks for managers to use in building and sustaining monthly sales revenue goals
- Use Revenue Mapping™, an easy to use methodology for managing your sales pipeline and improving your ‘win’ rate
- Work smarter and not just harder – aka; efficiency & effectiveness
- Understanding at risk sales opportunities
- Calculate your monthly conversion ratio
- Define your sales process stages and steps
- Communicate your value proposition
- Realize proposals don’t sell – people do!
- Use of “closing techniques”
- And more . . .
About Your Trainer:
Howard Highsmith, CMC is Founder of SalesCue Corporation, a consultant to management firm. Howard has forty years experience in field sales, marketing and executive management. His experience spans a time frame from selling office equipment door-to-door to businesses to selling $100,000 engineering computer solutions to large, major accounts with year long plus sales cycles. In recent years Howard served as the Director of Sales and Vice President of Sales for two high technology companies.
Nicknamed the ‘Grey Fox’ Howard provides insight to B2B organizations that are operating in complex selling environments about issues that negatively impact sales performance. Services range from private executive coaching to a deliverable system for more effectively managing sales opportunities called: SalesCue IQ.
Howard is the originator of Hybrid Thinking, an innovative method for validating the performance of various strategic elements in a business model.
Howard is an active member of the Institute of Management Consultants (www.imcusa.org) serving on IMC Carolina’s Chapter Board of Directors and as Membership Chairman.
Howard was recently the featured speaker for the Renaissance Executive Forum in Greensboro, NC and was the Guest Speaker on a national Internet Radio Show hosted by Russ Lombardo called: SALES TALK at: www.Business.VoiceAmerica.com.
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