Developing a new Sales Territory

Leaving our known market to explore a new one is always a risky undertaking, which must be planned cautiously.

Friday, October 1, 2010

In his article in Bnet.com, Geoffrey James lists the two core steps required to plan such a venture, which will get us closer to successfully sell in a new territory.

STEP 1: Thoroughly research the market of the the new territory
It is important to quantify potential revenue and how many sales opportunities can be developed in the new territory, but even more crucial is understanding why the customers will buy our goods or services.

STEP 2> Develop your sales focus to match the purchasing behavior of your potential customers
Once you know how your target customers purchase what they need, you must optimize your sales and marketing plan to adjust to said purchasing practices. And then you need to do this to perfection until you become the market leader.



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Any entrepreneur or executive needs to perform permanent and constructive self-criticism by asking questions such as "How I can produce and / or sell more? Why aren’t customers buying from me? Am I losing out ? ", so says Juan Vega Gonzales, director of PROMIFIN, a program sponsored by the Swiss Cooperation in Central America.

Simple, Cheap and “Green”

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The global market adds 50 million consumers each year. Is your company ready to take advantages of theses new opportunities?

If Herb Meyer’s prediction of 50 million new consumers per year is accurate, as was his conjecture that the Soviet Union would fall, it may be crucial to get ready to what he labels “the greatest change the world has ever seen”.

Insights for Becoming a Better Salesman

November 2009

Beyond techniques and tactics, selling is a mental state, which can be built by understanding some basic concepts.

In his Bnet article, Geoffrey James proposes 7 insights, extracted from Jeff Thull's book "Exceptional Selling".

1- Salespeople are guilty until proven innocent

First of all, You Must be a Sales Person

May 2009

The essence of any business are its customers and sales. No matter what your role in the company is, you should always think like a sales person.

No matter what your area of work is: production, marketing, operations, administration or finance; you should always be a sales person.

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