by Dr Lisa | theory of constraints Marketing, Theory of Constraints Sales
Who should we target with our offer? and How should we roll it out? STEP 3 Your marketing and sales core team generates a list of prospects for your mafia offer roll out. Start by mapping current prospective clients (existing, past, new) creating a wide list of...
by Dr Lisa | theory of constraints Marketing, Theory of Constraints Sales
We started this discussion about how people are more interested in avoiding (or reducing) pain than they are in increasing pleasure. We discussed how to present a Mafia Offer (based on Goldratt’s Theory of Constraints) consistent with that desire. Because mafia...
by Dr Lisa | theory of constraints Marketing, Theory of Constraints Sales
I will answer my own questions from Part 6 with the typical answers. Remember, that only those of you (30%) who are having trouble getting in will have similar (or any) answers. So why is it so hard to get in, at the right level, to present your offer? What are the...
by Dr Lisa | Theory of Constraints Sales
Up to this point, let’s say that 1) you have a great mafia offer based on Goldratt’s Theory of Constraints ; and 2) you have a can’t miss Solutions for Sales presentation. But in about 30% of the cases that is still not enough. Can you get in to make...
by Dr Lisa | theory of constraints Marketing, Theory of Constraints Sales
You wrap up a Solution for Sales Mafia Offer presentation the same way you do any presentation. You agree on the next steps and get a specific commitment to the first next step. So far we have focused our discussion on the more formal PowerPoint presentation. However,...
