Everyone knows that 95% of businesses fail within 5 years. Not so many people realize that even in the top 500 businesses in the world, within 2 years if history is any judge, more than 50% of them won’t be there! So size is no guarantee of survival, let alone success. To survive, a business must continually grow its sales, and the only way it can do that is to remain relevant to the market, and retain the capacity to communicate its relevance in a meaningful way. Whereas one of our previous reports covered this question from the business marketing perspective, this short report now looks at how the sales person should integrate his/her own activities in order to leverage the whole sales process!

It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! But at least by reading you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there. You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success. Via brainstorming, either in-house with your team, or perhaps even by sitting and analysing the return on each sales activities you engage in, you too can discover that predictive USE.