Daily Archives: September 4, 2008

INTRODUCTION   INTERESTING SENIOR EXECUTIVE SUMMARIES  from the  1990′s Michael Marshall ‘The Business Doctor’ 2008   As I mentioned in my personal background; early in my business career (early 1990′s) when I was in middle management level positions, part of … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES  from the  1990′s Michael Marshall ‘The Business Doctor”   Number 1   ‘Account Penetration’       ‘Increasing Sales, Profits and Cost Savings’ Account penetration is fundamental to good business and increasing sales revenues Even with this being … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES  from the  1990′s   Michael Marshall ‘The Business Doctor’ Number 2   ‘ SELF-IMAGE AND SUCCESSFUL SELLING’ Image and self-image are important. It helps to look professional when trying to feel and act professional. To increase … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES FROM the 1990′s Michael Marshall ‘The Business Doctor’ Number 3 ‘DO TOLL-FREE TELEPHONE NUMBERS HELP BUILD CUSTOMER CONFIDENCE ?’   Studies do indicate that toll-free 800 numbers does help build customer confidence in a business. In … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES FROM the 1990′s Michael Marshall ‘The Business Doctor’ Number 4 ‘DO WORDS INDICATE HOW SOMEONE IS TRULY THINKING OR FEELING?’   Studies indicate that the words being used by people often indicate little about how that … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES FROM the 1990′s Michael Marshall ‘The Business Doctor’   Number 5 ‘THE IMPORTANCE OF DEVELOPING MULTIPLE CONTACTS IN EVERY ACCOUNT ON AN ONGOING BASIS’   Studies show that out of 1000 contact you may have in … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES From the 1990′s Michael Marshall ‘The Business Doctor’ Number 6   ‘WHY BUYERS OFTEN REACT TO QUOTES WITH “THE PRICE IS TOO HIGH”?   Studies of buyers indicate that 53% of buyers react to price quotes … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES From the 1990′s Michael Marshall ‘The Business Doctor’   Number 7 ‘NEW PRODUCT DEVELOPMENT’   Studies indicate that 75% of company sales growth over next 3 years result from new products and new services Companies aggressively … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES From the 1990′s Michael Marshall ‘The Business Doctor’   Number 8 ‘MAJOR ACCOUNTS SALES STRATEGY’ 3 stages for a decision maker to by 1. recognition of need 2. evaluation options 3. resolution of any concerns about … Continue reading →

INTERESTING SENIOR EXECUTIVE SUMMARIES From the 1990′s Michael Marshall ‘The Business Doctor’   Number 9   ‘INCREASING SALES FORCE PRODUCTIVITY’ A big cause of pricing problems and issues often is sales commissions and bonuses based on sales volume instead of … Continue reading →