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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales 49
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How Do I Include a Call to Action In My Newsletter?

David A Fields

How do I avoid being salesy AND include a sales call to action? Text and images are © 2015 David A. What advice would you give this consultant? What call to action do you include in your newsletter? Share your thoughts by using the comment box below. Fields, all rights reserved.

Sales 150
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Importance of CRM Systems for Modern Businesses

Tom Spencer

Institutions have traditionally spent large amounts of employee time collecting and managing information associated with business activity, such as filling out forms or generating sales reports. Increases speed of sales processes. 2015, January 21). Companies with a Formal Sales Process Generate More Revenue. Conclusion.

System 95
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Dispirited Buyers: Pending Home Sales Unexpectedly Dive 2.5 Percent

MishTalk

The Pending Home Sales Index declined 2.5% Despite the fact that mortgage rates have been climbing for months, the economists’ consensus expectation was for pending home sales to rise 0.5%. Mortgage News Daily reports Pending Home Sales Reflect “Dispirited” Buyers. Pending sales in the Northeast were up 0.6

Sales 39
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New Home Sales vs. Labor Force and Civilian Population; Factors Behind Decreasing Sales

MishTalk

Reader Tim Wallace pinged me with a couple interesting charts on new home sales. The charts compare new home sales to the labor force and also to the civilian non-institutional population. The numbers compare November 2015 to November in prior years. New home sales are at an annualized rate. Sales peaked in 5005.

Sales 28
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Manufacturing Inventories Decline But Inventory-to-Sales Ratio Doesn't Budge; Another Recessionary Looking Chart

MishTalk

Icing on the miserable cake comes from the commerce department report on Manufacturing and Trade Inventories and Sales for November 2015. Both sales and inventories declined. Sales Down 0.2 percent from October 2015 Down 2.8 percent from October 2015 Up 1.6 Sales are down 2.8% from a year ago.

Sales 28
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Study: More Frequent Sales Quotas Help Volume but Hurt Profits

Harvard Business

While past quantitative research has investigated some of these issues, in our recent study we focused on an under-researched aspect of salesforce compensation: sales quotas. For the remainder of the stores, a daily quota (more temporally frequent) plan was implemented for the entire month of May 2015.

Sales 28