Thursday, October 27, 2011

Do you think you should be doing better in one specific category?  Consider
making that your sales team's focus for a couple of weeks and do a "Category
Blitz."

* Strategize on a special package or offer to take to prospects in
this category
* Each morning of the blitz, take bagels to the prospects business for
thing in the morning tell the decision maker, you have an idea that will
help them grow their business and ask if you can come back tomorrow to
present it.
* Provide enhanced commission for business closed in this category for
your sales team or other incentives
* Put a scoreboard up or thermometer that you color in as that
category's business grows.

You get the idea ... make it your focus and I'll bet you make a dent in that
category.