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Sales & Business
Development
Companies face turbulent economic conditions,
shortages of talents, increasing revenue expectations,
ongoing cost management requirements and globalization. To
succeed, managing the sales and business development effort
to ensure superior company performance and sales growth are
key to a company's ability to thrive in an ever-changing
marketplace. Companies devote much time and money to
managing their sales forces. But few companies have the
expertise to manage and effectively execute the sales
and business development functions and at the same time
maintain focus on the highest-value activities. Getting the
most from time spent with customers is crucial to
strengthening results and improving efficiencies. |
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Sales & Sales Management
Skills
Companies recognize that ‘more of the same’
does not work any longer and have realized that their
interest in customers must be first and foremost. Achieving
this goal is the problem. Companies have the responsibility
to ensure their sales teams have the right sales skills, not
only in the company’s products, but in effective sales
techniques and processes. The problems that we encounter
relate to not having: (1) a consistent sales approach, (2) a
consistent determination of where the sales process stood
and (3) a common sales ‘language’ – what did a 40%
opportunity really mean? It has reached this point due to
the fact most sales executives are too busy ‘running the
numbers’ and are not focusing on the real job. |
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Business Strategy Development
Creating Strategic Advantage is a series of strategic steps with focused guidelines that demand specific actions
– an intuitive methodology with built-in checkpoints. It’s a process that successfully mandates strategic change throughout the company.
It’s a process that forces dynamic change. It’s a process of strategic steps that is both systematic and powerful; an approach to focus
your company’s position in the markets you must control and demands the development of new and creative strategies (revenues) in the
shortest possible time. |
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Winning Sales Teams
There's no question about it: companies have
spent a lot of time focused on nurturing and retaining their
talent. And these same companies may have spent the last
decade insisting 'our people are our biggest asset' - but
perhaps that's not the complete story, is it? Some of a
company's talent are their biggest asset, and some don't do
too bad a job, and some ... well, at least they're keeping
them off the streets. What's needed is a refocusing
from a competency-based model, which based expectations of
future potential based on past performance, to one where
there's a a better balance between the individual's
aspirations and the future needs of the company. The world
has changed - but have companies hiring practices? |
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Business Management
Systems
Companies spend years to select 'best
practices', lock them into the corporate ethos, focus on
execution, thereby increasing predictability and getting
things under control. This creates the performance
measurement. As a result, organizations are built to support
enduring values, stable strategies and bureaucratic
structures, BUT not to change. Unfortunately, customers do
change. They want new, differentiated products and services,
and they want to be able to buy them in different ways. But
companies find it hard to register and respond quickly to
this. The need for effective business management systems has
never been greater and the ability to change with customers,
markets and economic conditions has never more critical. |
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Blackstone Gates - Member,
Oakville Chamber of Commerce
The Oakville Chamber of Commerce, founded in
1949, is an incorporated not-for-profit association of
member businesses and is the voice of the business community
in Oakville. In addition to providing membership benefits,
such as, networking opportunities, events, advertising and
sponsorship programs, and educational forums, the Oakville
Chamber of Commerce is focused on government relations
and business advocacy. Their mission is to foster a healthy
economic environment in Oakville.
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