Build Your Sustainable Sales Pipeline
Imagine the great feeling when sales are growing. Think about when sales stop growing. What causes both? Lead Generation and Lead Management Lead Generation captures the interest of potential customers (leads) at the top of the sales funnel. Its focus is quantity....
CRMs and AI – Two Powerful Tools
Whether you are a retailer, distributor, contractor, or service provider, building your sales pipeline, managing service delivery, and retaining customers are your goals. How can you use your CRM and AI to support these goals? Sales Pipeline, Delivery, Retention...
Getting to Know You
GETTING TO KNOW YOU "Getting to know you, getting to know all about you.” Those lyrics from "The King and I", by Rodgers and Hammerstein, describe Anna’s need to understand and connect with the children she'd been hired to teach. Getting to know her audience was key...
Get Marketing and Sales Talking to Each Other
Synergy Solutions, a 10 person consulting firm, faced its greatest challenge. Marketing and sales didn’t talk and Sarah Thompson, the owner, felt the discord threatening to tear apart her company. The Brewing Storm Tension had built for months. Sarah's sales...
What Excites Your Prospects
What excites your prospects? In business and socially, people like to talk about what excites them. When you know where your prospect’s interests lie, you will make the sale or discard the prospect. When the prospect tells you what is exciting, you can tailor your...
Drive Sales – Avoid Sales Slow Downs
Sarah owns Green Home Inc. (GHI), a wholesaler and online retailer of eco-friendly home goods. With 10 employees (five in sales), GHI’s marketing and sales functions were disorganized. Sarah watched her sales team follow up inconsistently, waste time on unqualified...
Listen and Close More Sales
The person who talks the most often has the least to say. WOWZER! Happy holidays! Listening is the most important sales skill. As a business owner, Sales VP, or salesperson, how do you show prospects you are listening? In Zoom meetings It’s harder than ever to show...
From Chaos to Control: Jolly Distributor’s CRM Success
Jolly Distributors had a problem. They grew quickly and now struggled to keep up. With a team of 15, including 5 salespeople, they grappled with lead generation and lead management. The Team Ann Jolly, CEO, ran marketing and sales and Mike Jolly ran the warehouse and...
CRMs – Make It Work for You
When 2 salespeople contacted the same prospect with different offers, Sarah, CEO of Streamline Solutions Inc (SSI), knew she had a problem. SSI offers litigation support services to law firms and employs 15. SSI was growing. Its 5 salespeople used spreadsheets,...
Less Sales Stress, More Conversions
Business owners and sales managers are stressed about sales. It’s natural. We all want to make sales and generate profits. Stress is generated by low conversion rates. When you convert 20% vs 10% of your leads, you are more profitable and have less stress. What are...
Sales: Source of Stress or Driver of Success
Businesses collect so much sales data that salespeople find it difficult to focus. Often, the result is inconsistent follow-up, longer sales cycles, and missed opportunities. Managing sales is complex whether you sell B2B or B2C and are a solopreneur, owner with...
Key Strategies that Lead Your Prospects to Buy
Hilda’s Health (HH) delivers home care for seniors. HH had 3 sales reps and 20 healthcare specialists and received 75% of its leads from lawyers. When Hilda first began, she used spreadsheets and a whiteboard to manage prospects, clients, and staff. Hilda was stressed...