• +504-355-1150
  • sales@salesprocess360.com

Account Profiling

Perceptions of Pay and Prestige

Perceptions of Pay and Prestige: Obstacles to Sales Realignment

Brian Gardner No Comments

Recently, I worked with a client to analyze the alignment of their sales force. Using 4-D account profiling (learn about that profiling technique here), we discovered that many of the accounts visited by the client’s hunters – reps aggressively seeking new business – had small current volume and very little potential for growth.

In Quote Management, All RFPs Are NOT Created Equal

Brian Gardner No Comments

I spoke last week at the Sales GPS Executive Workshop in Austin, hosted by MDM and Indian River Consulting Group. I talked with distribution leaders there about how many distribution companies proudly consider themselves to be quoting machines. 

Go Deeper with 4-Dimensional Account Profiling

Brian Gardner No Comments

One-dimensional account profiling, typically using A, B, C or D based on the current business from each customer, is a step in the right direction. But if you want to take a more proactive approach to uncover new opportunities with existing and potential customers, take your profiling a step further.

1

What are you looking for?

Email Newsletter

Get sales process and CRM insights in your inbox, monthly. Sign up now.

Book: ROI from CRM

SalesProcess360 Founder Brian Gardner taps his decades of industrial sales experience to provide simple yet effective strategies to get the most from CRM. Order now.

Already have a copy? Access your book downloads.

Videos

Speaking & Seminars

A dynamic glimpse into a Seminar with SalesProcess360



Industrial Sales Management Peer Groups

The group designed for and by Industrial Sales Executives




Sample Webinar

Gaining competitive edge in today's competitive environment.


SalesProcess360 Videos featuring Brian Gardner

Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.