From Chaos to Control: Jolly Distributor’s CRM Success

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

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

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

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

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...

Manage Your Prospect to Close More Sales

Manage Your Prospect to Close More Sales

What signs tell you that your prospect is serious? Asking the right questions will lead you to answers about your buyer’s intent. Why Buyers Buy from You What criteria do your buyers use before purchasing from you? Sure, your product is good, and you are trustworthy....

What is a Real Prospect

What is a Real Prospect

How do you know if a new prospect is real? Here’s the scenario. You meet a prospect who expresses interest. Is that person a blowhard or really interested?  Nurturing while qualifying a prospect is an art and a science. Your time is too valuable to waste on blowhards!...

Harry Hectic Finds CRM Heaven

Harry Hectic Finds CRM Heaven

Harry Hectic owns HH Consulting, an engineering firm. 3 years ago, Harry employed 3 salespeople and 4 engineers. Harry had a great reputation but hated making sales. The sales team used sticky notes, spreadsheets, and handwritten lists to manage tasks, prospects, and...

Lead Management: The Power Is In Your Hands

Lead Management: The Power Is In Your Hands

Congratulations! You’ve built a steady stream of incoming leads. How many touches does it take to convert your leads into sales? What steps do you take to convert your leads? The answers depend on what you sell.  The Challenge Reaching your leads, multiple times over...

I Hated CRMs Until I Got Religion

I Hated CRMs Until I Got Religion

There are many reasons to hate a CRM. See “I Used to Hate CRMs” for examples. Whether you are undisciplined and won’t try or you tried a low-priced CRM, received no support from the vendor, and became frustrated, many reasons exist to be scared of CRMs. What if you...

CRM Impacts on Sales

CRM Impacts on Sales

A well-known statement bears repeating – It takes up to 12 touches to close 80% of the sales in the U.S.A.  Follow Up is the Differentiator What is the impact of follow up on sales? While the nature of follow up varies across industries based on your sales cycle,...

Bobby’s Socks – Close More Sales with Less Headaches

Bobby’s Socks – Close More Sales with Less Headaches

Bobbys Socks sells children’s clothes online and in its retail store. It donates 5% of each purchase to charity and sends a special gift to each child after each purchase. Spreadsheets Track Everything Bobby used spreadsheets to track sales, donations, and gift...