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The Sales Process: AIDA, the 7 step Model and SPANCO
There are different steps in the sales process and each step has clear cut deliverables. This lecture breaks down the sales process into its components. It compares the various processes and draws parallels where needed.
Find out more »Strategic Thinking: What is the diversification potential?
Diversification is only possible if you can use your knowledge of your customers, your product or your production process. Unrelated diversification is prone to failure.
Find out more »Sales Ratios and Lead Generation
Understanding the sales ratios: Hit ratio, Conversion ratios, Closing ratios The importance of ratios in lead generation Process of Lead Generation Creating target segments Finding the benefits of each segment Customising the lead generation process for each segment
Find out more »Strategic Thinking – What defines a lousy business
Low barriers to entry Doing what you love? being in denial, even when the numbers are staring you in the face
Find out more »Strategic Thinking – What really is strategy?
Mission, vision, steps, actions, positioning, all these words, and still no good strategy. What is a good working definition of strategy?
Find out more »Strategic Thinking – Current State Analysis
Before we can determine how to achieve our goals, we need to do a current situation analysis. SWOT may or may not help. We have to break this down by analysing the marketing, production, finance and R&D strategy, seperately and together.
Find out more »Strategic Thinking – Industry Analysis
We are generally inwardly focussed, without doing a PESTEL Analysis. If we do not do an structural analysis and a Trend Analysis of the industry, we may end up not seeing the wood from the trees.
Find out more »Strategic Thinking – Performance Tests of Current Strategy
How are we performing against our objectives and our competitors.
Find out more »Strategic Thinking – Consistency Tests – Are all the parts working in tandem?
Are production, marketing and finance working with the same objectives or are they at loggerheads with each other? Find out using the Consistency Tests. These tests have been extracted from Dan Thomas's Business Sense.
Find out more »Strategic Thinking – How do we create the right mission and vision statement?
What is the relationship of mission and vision statements to strategy? Why do we even need these statements? How do we create something unique and significant?
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