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Subject:  sales process and tools
Date:  Thu, 21 Jun 2001
From:  Musafa Shehabi

Hi Michael,

Got your reference from your article, "Courtship and the Sales Process" - Interesting reading !!

Was wondering if you could guide me to resources pointing to the strategic account selling process and tools to enable this process.

This would include targetting specific accounts (potential customers) and then having an approach strategy etc. Are there any formal tools for the same - like blue sheet analysis etc. ?

Thanks and regards,

Mustafa

Answer

Date:  Mon, 09 July 2000

Hello Mustafa,

Don’t rely on computer software to do your thinking for you.

I recommend that you call Piranha Marketing and buy a copy of Joe Polish’s interview of Pamela Yellen. Call 480-858-0008. While you’re at it, ask for the interview with Jeff Paul.

I also recommend that you subscribe to Dan Kennedy’s No BS Marketing newsletter. Call Carla on Wednesday afternoon, Arizona time at 602-997-7707.

Tell them I told you to call them.

Good luck!

Mike Gray

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