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White Papers and Articles from Lighthouse Business Consulting

Sales Excellence

1. The Sales Excellence Model - coming soon

   Lighthouse's proprietary model presents a coherent and compelling vision of the critical success factors a company must get right to excel at sales. The model covers Sales Strategy, Sales Management, Sales Operation and Sales Capabilities.

Sales Strategy

1. Sales Pipeline Management

   One of the key challenges faced by small and medium sized businesses is managing a steady flow of sales opportunities. Pipeline management can help to smooth the flow of opportunities, and can provide a powerful diagnostic guide to which areas of the sales cycle need improvement.

2. The Value of Needs-Based Segmentation – coming soon

   Many businesses segment their customers based on geography, demographics or psychographics – but segmenting based on needs, and adjusting your offers and approaches accordingly can bring significant rewards.

Sales and Account Management

1. Building High Capability Sales Managers - coming soon

   Sales Managers are the critical interface between the company and the sales-force. Their capabilities can have a huge impact on overall sales performance. This article shows the key capabilities needed by sales managers, and how to develop them.

2. Stakeholder Management - coming soon

   Identifying and managing relationships with stakeholders across organisation boundaries can be a critical success factor in today's more complex sales environment.

Selling Skills

1. The Twin-Track Selling Model - coming soon

   How the twin skills of establishing needs and building credibility lie at the core of sales excellence.

Contact Us for more details or to discuss your specific requirements.