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You, or your people, are working as hard as you can, yet are still falling short of your business and personal sales goals. You know the goals you have set are achievable; you know that you (or your people) have the knowledge and skills to get the job done; yet your results are falling short for the effort being put forth. You, or your team, cannot seem to get off of the roller coaster ride of feast & famine that is all too typical for too many sales organizations. You have a broad range of products and services in your offering that you can sell to a broad market; but you are not confident that you are targeting the ideal mix of markets and solutions to maximize the return on your time invested. You, or your people, seem to be continually distracted by the tyranny of the urgent; allowing for more profitable activities to go undone.
This article will show you how to build a plan for success. It will show you, and your people, how to develop plans that best leverages your available resources, to produce the greatest return on the time you invest in the marketplace. It will give you the knowledge and the tools with which to formulate a plan for success, and to adapt that plan over time in the face of a changing marketplace. It will help you establish a common vision for how to best use your time in the marketplace, and a common language with which to establish priorities, and measure results.
If the professional golfer uses a club, the tennis player a racket, the carpenter a hammer, shouldn't professional sales people who want to become champions also use the right tools and templates. Beyond their mouth, business people also need to plan and achieve their best on a consistent basis. Therefore, they need tools and templates that can be used with confidence.
Most business champions follow a well orchestrated playbook -- first the well thought out plan, next the groundbreaking presentation, then the execution. Each of these steps are vital and learning how to avoid

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