Category Archive for: Sales tactics

Sacrifice Costs: the Price of Waiting

Posted by John Stoddart Something mildly technical this time round. We’re going to talk about sacrifice costs, which are the incremental costs of delaying a decision to do something different. Typically, that would be the costs associated with delaying implementing a new IT system.   Best explained by example: If, for example, a company were considering…

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Sales velocity is critical

Posted by John Stoddart Quite simply, the most important sales factor is volume. Volume of sales in unit and value terms. But there are other important factors and we’re looking at one of them here. Another important factor in the sales process is sales velocity. That is moving suspects to prospects to clients in the shortest…

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