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Five Keys to Building a Competitive Sales Force

In this scene building towards the climax of the film, the director is using the technique of cross- cutting to build up suspense, create narrative tension and to wrong foot the audience Will the FBI get to the house of the serial killer in time to save the woman whom he has imprisoned in the basement? At this point in the movie, the FBI believe that they have tracked down the address of the serial killer while the lead character, Clarice Starling (played by Jodie Foster) is searching elsewhere. Because we are so used to this type of dramatic scene. | TechCo re Bringing Technology Entrepeneurs Together Five Keys to Building a Competitive Sales Force Carl Binder Binder Riha Associates www.Binder-Riha.com Carl Binder Five Keys to Building a Competitive Sales Force http www.techcoire.com TechCo re Bringing Technology Entrepeneurs Together Background Research-based Methods Fluent Performance Sales Knowledge Management Sales Marketing Process Improvement Fortune 1000 and Fast Growth Companies Accelerating RamP-uP of Sales and Service Performance Carl Binder Five Keys to Building a Competitive Sales Force http www.techcoire.com 2002 Carl Binder Binder Riha Associates 4966 Wilshire Dr. Santa Rosa CA 95404 707 578-7850 TechCo re Bringing Technology Entrepeneurs Together What s At Stake - Competitive Advantage Sales Productivity - revenues per person Time to Full Quota - for new sales people Time to Market Penetration - for new products Sales and Marketing Agility Cost of Sales Return on Performance Investment Carl Binder Five Keys to Building a Competitive Sales Force http www.techcoire.com TechCo re Bringing Technology Entrepeneurs Together The Five Keys 1. Define Your Sales Process not just sales behavior . 2. Value Sales Accomplishments and Milestones not just results . 3. Link Your Solutions to Customer Needs not just features and benefits . 4. Develop Competitive Analysis and Strategy based on Customer Needs not just feature comparisons . 5. Build Sales Knowledge to Support Performance not just death by PowerPoint . Carl Binder Five Keys to Building a Competitive Sales Force http www.techcoire.com 2002 Carl Binder Binder Riha Associates 4966 Wilshire Dr. Santa Rosa CA 95404 707 578-7850 TechCo re Bringing Technology Entrepeneurs Together 1. Define Your Sales Process Typical Mistakes - Hire the best and leave them alone. - Everyone does it their own way. - We re too small for sales training. A Better Approach - Create or adopt a standard sales process. - Use standard language to describe the process. - Document and