Today we'd like to discuss why having a sales process is so important and begin to help you better understand the key elements that make a sales process successful. Chances are you already have something like a sales process in place, but unlikely that you have taken the time to document it, create support material for it, train around it, and ensure everyone is executing it in the same manner.
A successful sales process is a proven, documented sales approach with messaging and job aids that represent your winning model for gaining, penetrating and retaining accounts. A formal process would include standardized scripts that ensure everyone is saying the same things, conveying the same message to customers, and is supported by consistent job aids and marketing tools that are appropriately aligned to the steps and activities in the process.
Sales reps appreciate a standardized process because it helps them be more efficient, develop stronger skills through repetition, and spares them from having to reinvent the wheel with every prospect or opportunity. When they get stuck in pursuit of an opportunity, a process provides them guidance with suggested next steps, instead of leaving them floundering and feeling stalled in their efforts. Sales reps also gain a sense of company commitment, support, and dedication toward the sales department and their efforts. But the greatest satisfaction—for both the company and its sales reps—comes when they see the true outcomes of being more professional and closing more accounts faster.
Sales managers and business owners appreciate the sales process concept. Once the process is defined, it is easier to manage the sales funnel and the expectations surrounding sales activities. A process creates a system of accountability to new business and better information for estimating new cash flow. Managers can also determine where in the sales process the sales reps are getting stuck so they can address these issues sooner rather than later. Sales reps' problems are often the result of not giving the appropriate amount of effort, or their selling style or methods aren't effective; a process takes the guesswork out of the latter, and allows a manager to manage the sales reps behavior and activities accordingly. Then the results will come.
The idea of qualifying leads can be daunting, especially if you do not have a lead generator, database, or a CRM to assist. You should first consider a lead generation system. Examples of such a system might include your local chamber of commerce, business journals, existing customer referrals, Hoovers, or DMB. Consider the waste of time, money, and energy involved when sales reps are left struggling to identify their own prospects in an unorganized way.
Some companies consider the sale process begins after lead generation, and others believe the sales process technically does not begin until you have prequalified the lead and determined they are an ideal customer and a valid opportunity for your business. In such cases, prequalification may represent the first step in your sales process.
When we work with business owners on sales process creation and job aid designs, we customize these tools to their strengths, brand, and messaging. Then we supplement and enhance these tools with best practices, proven paths, and a library full of job aids and sales training resources. The outcome is a documented, phased sales process with steps, established goals, activities, and job aids for each step.
Below is a sample outline that demonstrates possible steps in each phase.
Activities: Make the phone call. Leave a voice message if you don't speak to them live, and then follow-up with an email.
Job Aids: A script for leaving an effective voice message, a talk track that is creating values, a sample template of an email that can be sent with the same messaging as the conversation, a template email thanking the prospect for the appointment while setting the agenda and expectations.
Without this, your prospect may reasonably think Who is this? What's in it for me? Why should I listen? This type of customer response makes it difficult to get to the next phase of your sale process, resulting in wasted time as well as a potential loss of opportunity.
Goal: Have a successful sales call and uncover an opportunity.
Activity: Pre-plan the call and prepare an effective opening statement for the meeting.
Job Aid: A professional script, conversation guide, sample questions to uncover needs.
Lacking this type of preparation and planning, your reps may have a tendency to show and tell, talk too much about your company and not ask questions and uncover the needs of the prospect. They may be doing their own thing instead of representing the company in the manner you prefer, or a manner that has already proven successful.
Activity: Prepare a price offer as well as a service proposal.
Job Aid: Sample template proposals, talk track for handling objections.
Without a structured, customer-specific proposal, a sales rep may fall back on simply providing a price list and a catalog, rather than presenting a full program and addressing concerns. When sales reps focus purely on price, they squander the opportunity to communicate the full spectrum of value your company offers its customers. The customer may also feel that the sales rep didn't listen to his specific needs.
Activity: Prepare an implementation plan and eliminate the customer's fear of change.
Job Aid: Sample implementation plan, talk track and tips for addressing the fear of change and asking for the business.
Failing the approach of this last phase… well, you know the rest of the story.
We hope that this has given you an idea not only how to establish a formal sales process, but also demonstrated why a process is necessary for the continued success of your business. By giving your sales reps the structure and support of a sales process, you help them develop their strengths and effectiveness, while affirming that the features and value of your company are properly represented to each and every customer.


Inmarsat has entered into an agreement with Mitsubishi Heavy Industries, Ltd. (MHI) to be the first commercial customer to place an order for the new H3 launch vehicle.
Above: Masahiro Atsumi (MHI )and Rupert Pearce (Inmarsat).
This is the second agreement entered into by Inmarsat and MHI following the launch services contract awarded to MHI's H-IIA Launch Vehicle in 2017. These agreements underline the growing partnership between the two companies in the area of launch services.
Rupert Pearce, CEO of Inmarsat, said: "Inmarsat is the world leader in global mobile satellite communications; a position we have achieved by building an exceptional ecosystem of partners. As our company grows - expanding into new markets and opening up new opportunities for our customers to develop their businesses - we continually seek new technology partners that display an outstanding commitment to innovation and excellence.
Rt Hon Greg Clark MP, Secretary of State for Business said: "Science and innovation have no borders, as long-term strategic partnerships like this one built on excellence between Inmarsat in the UK and MHI in Japan demonstrate.
MHI Launch Services enjoys an extremely high success rate of 97.9% and has provided 41 successful consecutive launches since 2005, delivered on-time and to the customer's satisfaction by current launch vehicle both H-IIA and H-IIB.


text:
Dr. Selina Crocker
Dr. Martin Coffman
Anna Shoultz
Anna M. Shoultz is our Licensed Veterinary Technician. She joined Pine City Vet in 2010 with a B.S. in Animal Science from Auburn University. She then continued to earn her degree in Veterinary Technology from Jefferson State Community College and obtain her veterinary technician license in 2012. Anna is married with two children, Emelia and Elliot. She shares her home with her two rescues: a dog named Poppy and a cat, Branch.
Chan Alday
Chan Alday has over 15 years' experience working in Veterinary Medicine. She joined Pine City Vet in 2010. Chan is married with two children, Tony and Autumn, and has a cat, a dog, and two horses. She is involved with her church and also enjoys horseback riding.
Angie Busby
Angie Busby has been with Pine City Vet since 2010 as our Office Manager. Angie is married with a daughter, and also has two dogs.
Christina Armond
Christina W. Armond joined our staff in 2016. She is married and has two girls, Gabby and Bella. Christina is a 2006 Leroy High School graduate and has studied at Penn Foster College in the veterinary assistant program. She has three dogs, Bud, Lily, and Nate.
Tammy Brewer is the newest member of the Pine City Vet family, having joined our office staff in September, 2019. She and her husband Billy have been married for 32 years. They have four children, a son in law, and a daughter in law, and are the proud grandparents of Mary-Alice. They are expecting their second grand daughter in April of 2020. Tammy enjoys spending time with her family and friends. She has one cat named Mama Cat.
Ashton Bradford
Ashton H. Bradford joined the Pine City Vet family, after graduating from Clarke County High School, in May 2018. Ashton adopted her three pets: her two dogs, Waylon and Clyde and her kitten, Lilo. She married her high school sweetheart in November 2020.
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redpajama_set_name: RedPajamaCommonCrawl


How do you get a staff at a low level on wizard101?
29/07/2008 · Best Answer: The drops in Wizard101 seem to be rather random unless they are quest rewards. My suggestion would be to just continue with your quests and hope that one of them gives you a staff.... One of the highlights of this pack is the variety of items that are worth having. For one thing, school-specific casting symbol mounts. These simple but elegant mounts use the same format and setup as the surfboard, sharing a jump animation.
Wizard101: The Crown Shop Problem My heavy involvement in the KingsIsle community has exposed me to numerous opportunities ranging from contests to giveaways to anything in-between. While I started with the equivalent of a broke piggy bank, I can now say …... 29/07/2008 · Best Answer: The drops in Wizard101 seem to be rather random unless they are quest rewards. My suggestion would be to just continue with your quests and hope that one of them gives you a staff.
29/07/2008 · Best Answer: The drops in Wizard101 seem to be rather random unless they are quest rewards. My suggestion would be to just continue with your quests and hope that one of them gives you a staff.


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Most would agree that Mick Jagger would have been nothing without Keith Richards. The same could be said about Buck Owens, regarding his musical relationship with Don Rich. Both men were instrumental in developing what has become known as The Bakersfield Sound. Don learned how to play the fiddle and the guitar from an early age, and was playing in bars by the time he was 16 in his hometown of Olympia, Washington.
Don and Buck having a good time during the early days.
His band, a three piece rock and roll outfit eventually landed a regular gig in South Tacoma at a place called Steve's Restaurant. It was there that Buck Owens, who also lived in Washington during this time, happened to catch him playing fiddle one night. Buck became so enthralled by this young musician that he asked Don to join him at local venues. The two formed an immediate friendship and a budding musical bond. With Buck on guitar and Don playing fiddle, the two became regulars on BAR-K Jamboree, a local music show that was featured on KTNT-TV 13.
Buck's career had already started to take off. With Don, it seemed to be accelerate. But after "Under Your Spell Again" reached No. 24 on the Country Charts in 1959, Capitol Record executives asked Buck to return to Bakersfield.*
Buck didn't hesitate, and asked Don to join him. Don had other plans however. He enrolled at Centrailia Community College in Centrailia, Washington where he began studies to become a music teacher. Meanwhile he tutored other students in music and continued to play local gigs. After about a year - in late 1960, Don decided to move to Bakersfield to resume playing with Buck.
The first single he played on was "Excuse Me (I Think I've Got a Heartache)" which peaked at No. 2. Don and Buck played seedy bars up and down the west coast. Most of the time they would play with a house band, but sometimes it would just be the two of them together on stage. Meanwhile they continued to record singles in Bakersfield. Don, now employed by Buck, earned $75 a week.
Buck Owens and the Buckaroos circa 1963 (Don Rich is on the fiddle)
In 1961 "Foolin' Around" spent 8 weeks at the No. 2 spot. Over the next year the two had begun to refine (and define) their sound. Up to that point, Buck had stuck to playing in a Texas Shuffle style, with Don predominately playing the fiddle. That all changed in 1962 with the release of Buck's "You're For Me," a song he had written several years prior. The shuffle on the snare drum became a tightly closed high-hat. The off beat was accented by a quick half-rimshot half-click on the snare drum. This churning, upbeat 2/4 rhythm made every Buck Owens single immediately identifiable. Don compared it to a "runaway locomotive." Buck described it as sounding like a "Freight Train."
Now, it's known as The Bakersfield Sound.
In 1963, for the sake of touring and recording, Buck decided to employ a full time band to back him up. Naturally, Don was chosen as the band leader, and in the early days, the band resembled a revolving door with members coming and going. One such member was Merle Haggard, who had christened the band "The Buckaroos." While Haggard left after just a short time, the name stuck.
Early on after forming this new band, Johnny Russell's "Act Naturally" was pitched to Buck. Buck rejected it at first, but Don latched on to it. Eventually, Buck came around to it and the Buckaroos recorded it on February 12, 1963. That summer it went on to become Buck's first No. 1 hit, spending (non-consecutive) weeks at the top.
"Act Naturally" also marked the first single on which Don played lead guitar. Over the years Buck had taught Don his signature guitar style and by 1963, Don was ready to set down his fiddle and pick up Buck's Telecaster. Buck was more than happy to relinquish it, knowing that he could concentrate on his songwriting and honing his skills as the frontman of the Buckaroos.
Buck, Don and the rest of the Buckaroos in promo photo at Carnegie Hall
Things began to really take off for Buck, Don and the Buckaroos. Every single that they recorded seemed to shoot straight to the top of the charts. "My Heart (Skips A Beat)." "Together Again," "I've Got A Tiger By The Tail," and "Before You Go," are a few of the songs that went to No.1. "Buckaroo" did too - becoming the first country music instrumental to do so. Don's guitar style, while incorporated from the teachings of Buck, became his own. That telecaster twang became the signature of the Bakersfield Sound.
In 1966, the band went to New York City to record a live album at Carnegie Hall. Many have called it the greatest live country album ever recorded. Buck later revealed that The Buckaroos played so tightly at Carnegie that there wasn't a need for the band to go to post-production to fix mistakes. There were none to be found.
Buck, with Don and the other Buckaroos had become the hottest country band in the world.
Buck and the Buckaroos. Notice Don's fiddle next to the drum set.
In 1969 Buck Owens and the Buckaroos released "Tall Dark Stranger" and "Who's Gonna Mow Your Grass." Don recorded the latter using a heavy fuzz tone, that until that point had generally been used by '60s garage bands. Traditional Country music fans were shocked, and even became irate at Buck for defacing country music with such a blatant rock and roll sound. Buck essentially shrugged off this criticism. He never confined himself to the status quo, and anybody who knew Buck would know that his entire career was a musical evolution.
"Purists never like any sort of progress." Said Buck years later. "I'm a purist, and I don't usually like progress in anyone except myself. A real purist wants everyone else to stay the same, but he himself wants to change."
Regardless, "Who's Gonna Mow Your Grass," shot up the charts and reached No.1, where it sat for two weeks in 1969. It's become a cult-style classic among Buck Owens fans, and today it is regarded as an innovative cog in the development of the Bakersfield Sound.
In a twist of irony, the next song that went to the top of the country charts was a live cover of Chuck Berry's "Johnny B. Goode, from the Buck Owens in London "Live" Lp. Buck always seemed to be one step ahead of his audience, and he always seemed to have the last laugh.
The last No. 1 song the two recorded together was "Made in Japan," which hit the top of the charts in 1972.
On July 17, 1974 Don finished work at Buck's Bakersfield studio and left on his motorcycle to meet his family for a vacation in Morro Bay, California. Earlier in the day Buck had suggested to Don not to take his bike, but instead drive a car. Maybe it was premonition, but Buck had pleaded with Don for years to quit riding, as it was something that worried him deeply. Don shrugged it off, and said goodbye to his friend. Later, at some point in the night Don hit a center divider on northbound Highway 1. He was thrown from his motorcycle and suffered heavy damage to his head and body. An ambulance rushed him to a hospital, but he died before he arrived.
Later, police investigating the scene said that there were no skid marks and that in probability, he hit the divider at a high rate of speed. Other than that it was unclear what caused the accident.
Buck was absolutely devastated. He not only lost his creative partner, but also his best friend. In an interview in the late '90s Buck said of Don, "He was like a brother, a son, and a best friend. Something I never said before, maybe I couldn't, but I think my music life ended when he died."
Buck continued, "I carried on and existed, but the real joy and love, the real lightening and thunder is gone forever."
Don was buried in Hillcrest Memorial Park Cemetery in Bakersfield.
His gravestone commemorates him as "Always Smiling."
Don Rich was just 32 years old. His musical influence has been felt throughout the world in rock and roll, country and other genres. He is considered by many to be the most innovative country guitar player that ever lived.
*"Under Your Spell Again" would eventually peak at No. 4.
missbigshot said...
That's why you must love and appreciate people while they are here on earth. You never know how much time we have. They seemed to have been soulmates.
May 30, 2016 at 6:19:00 AM CDT
oklahoma chet said...
don had such a profound influence on so many musicians including me. i miss that pure sound from that famous telecaster.
June 17, 2016 at 9:50:00 PM CDT
Robert Lawrence said...
I saw Buck and Don live at the CNE at Toronto in the 60s.They were brilliant.I still listen to them often. Sad they are gone
I remember Don he also work as a butcher in Lamont, California at the County Fair Market. He was one heck of a guy.I had a dog and he would give me scrap bones.
Byron Johnson said...
Mary Archer said...
I knew Don before he met Buck Owens in Olympia, WA. He lived with his grandparents behind his grandpas barber shop in Tumwater. One block from our restaurant. We used to put his records on our jukebox. His real name was Don Ulrich. I saw him and Buck Owens together at the Evergreen Ballroom when they first started out. Don was a wonderful guy.
I like the inscription on his gravestone, because that's the way I always remember him, picking and smiling on the TV, stepping up next to Buck to take a solo.
VU said...
I am Don's son. First of all, thanks for the great article. We are so grateful for all the kind comments from the fans. It would surprise him that so many people are still talking about him...
One correction that is not widely known (or known at all). We learned a couple of years ago from a neighbor and friend who actually went and picked up the motorcycle that the front wheel of his Harley Davidson chopper had split apart. He thought we knew about this but because of the loss and the trauma we never really saw the bike after the crash.. This is likely why he crashed. Dad was a careful rider (as much as you can be), and had a fair amount of experience.
Thanks again from the family.
Lisa Coston said...
I am so glad I found this blog, when I did a search on Don Rich. I've always loved The Buckaroos, but, recently, I really wanted to know more about that wild man on the Telecaster! When I watch a video with Don and Buck, or I've seen reruns of old Country shows on TV and see him play, I am always amazed. His playing seemed effortless and what a sound!
So sorry that his life ended so young, but Don Rich ushered in the Bakersfield Sound like nobody else, and, damn, what a player! That's all I can keep saying. Oddly, I looked him up, as I had no idea that he passed in 1974. I had wondered if he was still around. Anyway, thank you for posting the most in-depth look at Don Rich. Incredible musician.
January 16, 2017 at 10:01:00 AM CST
Shadtown@hotmail.com said...
We need don in Alexandria Virginia he lived with the Rogers family down the block from on Saint asaph street down the block from my aunt Jenny he's a wonderful person and so talented and fabulous I never brag on himself and just a wonderful person and he just play ball with us just like anybody else
January 20, 2017 at 5:52:00 PM CST
James March said...
Hi I play guitar and never gave a violin a second glance or listen to one! then one day don came on the radio playin cayjun fiddle ,I went out got a fiddle ,got some lessons, and I have been playin in bands for 40 years havin a ball playin my fiddle! thanks don for my life playing the fiddle
January 24, 2017 at 4:08:00 AM CST
Eva Marie said...
Don gave my family so much joy. I lost my mother many years ago, but I can still see her watching Don. She would always comment on his smile, but when she watched him, she was always smiling as big as he was. I am thankful for YouTube, where I can still listen to his music and see his smile.
July 22, 2017 at 5:34:00 PM CDT
Ken Balsley said...
Don Ulrich was my neighbor growing up in Tumwater Washington. He was a musical prodigy before they had such a term. Our houses were next door to each other and he graduated from Olympia High School two years before me. I can remember watching Don perform at high school functions and later went to Tacoma to watch Don and Buck perform at Steve's Gay 90's. Don also got my family and I a backstage pass one time so we could take in their television show from the studio audience. Like many who knew Don, we were happy to see his success and were proud of our local boy. When I visited the Country Music Hall of Fame a couple of years ago, I was so pleased to see the display they had about Don and his impact on country music. Ken Balsley
February 14, 2018 at 1:34:00 PM CST
In 1969 Buck Owens came to Bismarck ND for a concert. Many went forward to take pictures, including me. Don surprised and delighted us by pulling out his camera and took a picture of us and I have a picture of him taking a picture of us. What a sense of humor he had.
May 30, 2018 at 12:45:00 AM CDT
The podcast "Cocaine & Rhinestones" brought me to appreciate Buck Owens & Don Rich. What incredible artist & musicians. Don as it seems was taken way to soon. But, his legacy is undeniable.
CC-2 said...
Some sailor buddies and I saw the buckaroos at the old dome center (?) in Virginia Beach in 1967 0r '68. Best concert I've ever seen and have been a Buck, Don, Buckaroos fan ever since. Tragic news about Don and I agree Buck was never the same after Don's death,
February 25, 2019 at 9:51:00 AM CST
We're in 2019 and I want to say that I truly enjoy all the music Don and Buck left for us to enjoy. Two wonderful musicians that left a smile in my heart. xoxo
When Buck died, he, Don, Doyle, and Tom were truly Together Again
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