2010 resolution – Up sell and Cross sell
Want to sell more to your customers? Re-Prospect
More and more I hear sales leaders talk about up sell and cross sell with their team. The situation as we all know is that it costs 80% less and takes 50% less time to sell more to people who are buying from you, than to acquire new customers. The problem is that few sales people really know how to accomplish this task. The method that I have found to work is simply to re-prospect.
What the hell is re-prospecting you ask? It is simple, but not easy. Simply approach your customers as if you know nothing about them and have honest conversations about them and their business. (more…)
How to write a Territory Sales Plan
There are many aspects to creating a full blown territory sales plan. However, if you have never written one, where and how to start many be confusing. While a full blown plan description is longer than a blog post, (Download this tool kit for help and a detailed White paper) I will try and hit the highlights.
Whether you use slides, spreadsheet, or a document is up to you, but the key is the data that you need to turn into information. So where do you start? (more…)
Creating an Account Strategy in Salesforce.com
As difficult a sales environment it is today, every sales rep needs a good strategy and a good plan. That is why we are excited to bring the newest 
version of P2W products to the Force.com CRM cloud . We are committed to helping sales people build trusted relationships with their clients and prospects. (See the curve above)
Being successful as a sales rep today is tough. As a manager, it is our job to give our team the sales tools that will increase their sales effectiveness without burdening them with additional software or forms. That is why we are developing in the Salesforce.com cloud infrastructure. If you are already using salesforce.com as your CRM system, check out the app exchange. There are plenty of apps that can help your team.
As managers we have to constantly be asking: “What am I doing to help and develop my team?”
Account Plan Pro 1.0 for salesforce.com is now released as a Beta product. Building on the success of the Account Plan 2008 method, we have now released the Beta version of Account Plan pro for salesforce.com. Integrated into the Salesforce CRM, the team can now create an Account strategy,
Opportunity strategy, and Relationship strategies. If you are interested in being a Beta test site for free for your entire team, drop me an email at sharper at territoryplan dot com.
Good selling!
Steve
Free Territory Planning and Account Planning Software
“Become a student of change. It is the only thing that will remain Constant.” – Anthony J. D’Angelo
Well, today we have made the decision to make the desktop versions of our territory planning and account planning software, free.
That’s right, they are now free ware. If you want to download them, simply go here and register and you can download a copy to use with our compliments. Now, this also means that they are unsupported, so don’t go calling us if they don’t work on your PC.
The reason we are moving to a Free Software model on the desktop is two fold. First, we are placing all of our development into SaaS (Software as a Service) offerings. The first is of course the Salesforce.com offering of Territory Plan Pro. It is currently on the Force.com App Exchange. In the next 30 days or so, Account Plan Pro should be listed on the App Exchange.
The second reason is, frankly we are tired of trying to keep up with Microsoft. The number of versions of the OS and of Office are a real development and support headache.
That said, I hope you can get value out of the software. We will be e-mailing everyone who registers to announce the Web based versions when they are released, and offering them several months of usage of the web site. The next versions will not have to have Salesforce.com as a CRM system. They will simply be a subscription, web based version of the application.
Until then. Good luck and Good Selling!
Steve
CEO / Founder
Plan 2 Win Software, LLC.
