Sales plans don't work — what to do?
Irina Narchemashvili, financial Director of ATManagement Group, tells about what to do for the head of the sales Department if his employees do not cope with the implementation of the…

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"How we sell guitars on YouTube": the story of Boris Kolesnikov, skifmusic hypermarket of musical instruments
Boris Kolesnikov, founder of the skifmusic hypermarket of musical instruments, shares his experience of developing a corporate YouTube channel and tells how entrepreneurs can sell using this social network How…

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ToDo and Not ToDo: how to make phone calls with important clients
Iosif Panasyuk, an independent expert in sales, sales management and marketing, shares his personal experience of making deals and sales over the phone: how to prepare for a phone conversation,…

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“No legs — no cartoons”, or how a business refuses to serve 40 million potential customers

Emma Kairova describes the issue of low level of attention of business — small and large-to the problem of access of low-mobility groups of citizens to the entire range of customer opportunities-from cafes and restaurants without ramps to pickup points of online stores
According to the Ministry of labor, 12+ million people in the Russian Federation have some form or degree of disability — more than 8 % of the country’s population. And those who can be classified as so-called low-mobility groups (MGN), in the country and at all more than 40 million people (and 28 %). And this is a huge share of the market, the interests of which business traditionally does not take into account when making decisions. Continue reading

Customers call but don't buy: what to do?
Often, in the pursuit of compliance with strict corporate standards, we switch to the language of formal and formulaic expressions. This is correct from the point of view of corporate…

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We played "talking dummies" — and that's enough, or Let's say the scripts " no»
Alexey Krutitsky, CEO of the Training Department, talks about the modern use of sales scripts in companies: what they do more-good or harm, how employees and the workflow as a…

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Divide and conquer: 4 tips for working with clients in the service business
Maria Zubareva, head of Ingate's customer service Department, shares her professional experience and gives advice on how to improve the process of interacting with clients in the service delivery sector:…

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Simulation of interest in sales: how to remove distrust and involve the buyer in the process
Iosif Panasyuk, an independent expert in sales, sales management and marketing, examines the enterprise sales strategy in detail and explains how to understand that the listener really liked your offer…

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