All posts by Melih


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In today’s hyper-competitive business landscape, companies are constantly seeking ways to gain an edge over their rivals. One of the most effective strategies for achieving this is by accelerating the pace at which they run the Deming Cycle, also known as the PDCA (Plan-Do-Check-Act) cycle. This iterative process of continuous improvement,

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In many organizations, the sales and marketing teams often find themselves at odds over the quality of leads being passed along the sales pipeline. A common refrain from sales teams is that marketing fails to deliver leads that are genuinely ready for sales engagement. This friction, while commonplace, stems largely from

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1. Getting Attention of a Potential Customer

Getting the attention of potential customers is primarily about capturing their attention and making them aware of your product or service. Here are some common steps involved:

Identify the Target Audience: Understand who your potential customers are, including their demographics, interests, and needs. This

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In an appointment-driven sales model, understanding the journey of a qualified lead through the AIDA (Attention, Interest, Desire, Action) framework is crucial for both marketing and sales teams. Each team plays a specific role in guiding potential customers from initial awareness to the final purchasing decision. Let’s break down these responsibilities

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In the realm of sales, strategies and methodologies play a pivotal role in achieving success. One of the fundamental debates in sales management revolves around the choice between activity-based and outcome-based approaches.

Each method has its merits and drawbacks, but understanding the nuances between them can significantly impact sales performance and