Abdul Ali Blog

A good sales plan starts with goals, priorities, calendars, essential and resources First of all we need to set measurable, specific, and motivating goals. Then Time, Where do you aim to be in one year/ Quarter/ Month/ Day? What measures will you use to gauge your achievements: Number of buyers communicated/ closed/ on in prospect? Percentage of sales to certain types of customers, channel, Sales volume? Profitability? Etc. Identifies the enabling Sales objectives/ Process that is necessary to achieve goals. What objectives must you reach on the way to the planned outcome? What new work practices must you develop? What values will you need to squeeze? More over outlines a logical order among the intermediate steps. What is the logical sequence for achieving your final goal? What must happen first, second, third, and so on? Establishes a reasonable yet inspiring time line. When will you achieve your final goal? When will you jump the intermediate hurdles? Pinpoints the bar...

There are dozens of selling skills that sales people should know. Here are the most important skills every sales person must have. Prospecting Without a consistently full pipeline, you will struggle to meet your sales targets and goals. You will experience peaks and valleys and experience a great deal of frustration. Unfortunately, very few companies actually teach sales people how to prospect effectively. And the vast majority of sales people rely on just a few prospecting methods such as cold calling or networking. However, there are many other ways to drum up new business including; asking for referrals, approaching customers who haven’t purchased from you recently, speaking at industry conferences, writing articles, joining associations and actively participating, looking for additional opportunities to sell deeper into existing customers, conducting face-to-face cold calls, and arranging weekly coffee, breakfast or lunch meetings. The key is to dedicate a significant a...