Marketing and sales expert Allen Minster speaks with authority from experience and a proven track record in sales and marketing integration. In this video, Allen offers that marketing is like preparing the soil in a garden and sales are likened to harvesting. He contends that without a consistent, repeatable process for aligning sales and marketing,…

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Marketing and sales expert Allen Minster goes beyond defining integrated marketing to helping you to practically use it to grow your business. In this video, he shares necessary steps for creating a well-planned integrated marketing strategy including: Defining your target market and ideal customer Identifying a unique selling proposition that motivates your prospects Creating a…

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I used to think the greatest expense of your business was your overhead. I’ve discovered it’s missed opportunities Sales expert Allen Minster outlines the importance of having a robust, formalized sales process so your prospects and clients don’t say, “Gee, I didn’t know you sell that.” A good sales process helps you avoid the following…

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Sales expert Allen Minster outlines the eight-steps for developing a robust sales process so you don’t miss important sales opportunities. He focuses on the importance of a proven recipe for getting consistent and positive results. His eight steps include: Defining your territory; the area in which you sell. Selecting your ideal prospects; those who fit…

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The relationship between activity and sales results is generally understood.  What isn’t understood is that most sales processes, if they exist at all, simply aren’t scalable. Furthermore, this lack of scalability is frequently a result of an over-emphasis on conversion rates. To illustrate this point, let’s imagine a sales process has been designed purely to…

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Are you ready for a real shock to your system… (you know the type of ‘wake up’ that makes you shake your head and scream?) Well, here ya go…. Many companies distributing their goods and services through a direct sales force have never taken the time to determine the cost of each sales call.  Many…

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