CRMs come in all sizes and shapes which can be confusing. As a business owner or VP of Sales, the right CRM will have significant impacts on your sales pipeline.   What is a CRM? How do I know if I need one? What should I know before getting one?    CRMs –...

What is your reaction when someone says, “I can sell my service to everyone” or “I don’t need a sales process”? I doubt the first unless you sell soap. On 2, buyers benefit from an organized selling process that makes buying easy.     What can you do to improve...

Overcoming buyer objections starts before the objection is voiced, and salespeople can use several sales strategies to surface and resolve concerns early. How can you “preempt” objections?    Objection Handling Principles   Expect objections. They signal...

For professional service companies like Edemco, a team of six, including three sales reps, the decision to implement a CRM wasn’t taken lightly, said Edith Demona, Edemco’s owner.  Edemco’s team felt growing pains as it managed client service, marketing, and sales. ...

Your personal touch is the reason buyers buy from you. As a seller of goods or services, connecting personally with your buyer builds the relationship needed to increase sales conversions.   Personal Touch Obstacles   Hurdles that reduce personalized...

At Executive Management (EM), a consulting company of 10, the pressure to keep sales running smoothly is overwhelming. Edith Myers owns EM and will tell you,  “Selling consulting services isn’t a walk in the park.” Edith and 3 sales reps feel the pressures from...

As a business owner or VP of Sales, prospect follow up is a constant pressure. Many sales teams are overwhelmed and lack sales processes to lead prospects to buy.   Often, business owners and sales teams use spreadsheets, phones, and sticky notes to manage and...

More Sales, Less Risk – Sounds like a TV commercial! Roberts Public Relations found itself in a tough spot: sales had declined for two years straight. Robert, the owner, and two sales reps juggled marketing and sales tasks, without formal processes.  The Struggles...

When sales decline, Marketing and Sales start pointing fingers. The owner becomes upset and Department VPs become defensive. Even solopreneurs who wear both hats, need marketing and sales actions working together. Are Marketing and Sales At Odds Review best clients...

There are many reasons why businesses choose not to get a CRM including: Cost. We are too unique for a cookie cutter. They are too limited so we use spreadsheets. I know who my leads are. Loss of personal touch. It’s true - not every business needs a CRM so who needs...

In professional services, every lead is precious, as significant personal time is spent building relationships and trust. Selling services is different than selling soap and your time is spread across marketing, sales, and service delivery.   What happens when...

So, you know your ideal client and your marketing initiatives are working. You generate leads but don’t win the ones you want. What’s missing?   Lead Management   Lead management focuses on building buyer confidence in you and reducing your buyer’s perceived...