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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 48
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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.

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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
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Retail Sales Unexpectedly Sink Below the Lowest Economist's Estimate; September Hike? Really?

MishTalk

A month ago, following the Expected Retail Sales Bounce , I stated " A sales snapback was coming at some point. How Much Longer Can Subprime Auto Sales Lead? Economists predicted a rise in sales of 0.3%. Actual sales came in at -0.3 May was the month following months of disappointments. " Total (excl. dealers … -1.0

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December US New Car Sales "Down, Exceptionally Weak" Says Bloomberg; WSJ Says Up and Strong

MishTalk

Domestic Car Sales Cap Record Year With Up (and Down) Month US car sales are going to have a record year in 2015, clearly one of the bright spots in the US economy. December New Car Sales Decline Today I note from Bloomberg that Domestic New Car Sales Declined in December. " reported sales increased 8.3%

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