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October 27, 2014:
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Stop Doing Customer Needs Analysis Meetings



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(2/24/2014 2:34:40 PM)   Flag as inappropriate content
Ralph,

Sorry for the delayed response. I'd love to have a chat with you about this. Can you email me? Jeff.Schmidt@Sparque.biz.

It sounds like you're suggesting only the sale manager conduct a needs analysis? Did I read that right?

I'd like to better understand how we "differ" because my bet is, we don't really.

Thanks

- Jeff Schmidt
(2/17/2014 10:26:37 AM)   Flag as inappropriate content
Jeff,
You're sending a mixed message to newer salespeople on the necessity of CNAs.
First, you say just ask questions all the time (Most likely will not be written down) and secondly, the process "are the same, the process monotonous, and the payoff rarely comes." I beg to differ. CNAs should only be directed by the sales manager. A followup meeting is to be scheduled exactly one week later, and an annual with demo ads are presented at that time. Our annual closing rate on this is 74%.

- Ralph


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