Getting Prospects to See The Need

Getting Prospects to See The Need

Here’s the scenario. You’ve met a new prospect who might need your services. How do you know? You’ve engaged, talked about common interests, and the company seems to have the right characteristics and vibe.  Now it’s time to find out if the prospect has a problem you...

Gamify Your CRM for Success

Gamify Your CRM for Success

How can you make your CRM fun to use? Whether you are a solopreneur or VP of Sales, you are more likely to get the team on board when it is fun to use the CRM.  Who Likes a CRM? Many salespeople shudder when you mention CRMs. They think drudgery; it’s another system...

More Sales Less Fatigue

More Sales Less Fatigue

Charlie Winston owns a residential cleaning service. She has 15 crews serving 5 zip codes, 5 sales reps, and she was frustrated. She needed to be everywhere at once and hated missing commitments. Yet, sales were flat for 2 years. Follow Up Fatigue Blocks Sales Charlie...

Are You and Your Buyers Compatible

Are You and Your Buyers Compatible

What makes you compatible with a prospective buyer? Isn’t it likely that a buyer will buy from a seller with whom the buyer is compatible, comfortable, and trusting? Yes, your price has to be sharp. Though, it’s likely you’ll be told what price you need to hit when...

Converting Common Interests into Sales

Converting Common Interests into Sales

What happens when you meet a salesperson who doesn’t stop talking? Does it make a good impression? I doubt it. Most likely, you are turned off.  In two recent blogs, we focused on the: Best opening question to ask when meeting someone for the first time, and  Power of...

Common Interests Lead to Sales – Part 2

Common Interests Lead to Sales – Part 2

In our last blog, we highlighted the best opening question to ask when meeting someone for the first time at a business event. That first impression is lasting so your “opening line” is paramount. Why Buy From You? Tough question! What differentiates you from your...

Common Interests Lead to Sales

Common Interests Lead to Sales

What is your opening question when you meet someone for the first time at a business networking event? Is it: What do you do for a living? What do you like to do when you are not working? Question two gets big smiles and bright eyes! Question one gets short answers....

Help…I am Drowning in Salespeople Follow-Up!

Help…I am Drowning in Salespeople Follow-Up!

Imagine a company with 5 salespeople that doesn't have a CRM system. It's like running a business with your hands tied behind your back.   Mary and Pat Dealmaker have owned 2Ds Business Brokerage (2D) for 5 years. Three years ago, they hired 2 salespeople. Mary,...

I’ve Been Promoted to VP of Sales – Now What?

I’ve Been Promoted to VP of Sales – Now What?

Ellie Dimond was promoted to Vice President of Sales for ZANO Products, a distributor of plasticware to retailers. Previously, ZANO’s owner, Michael Zanowitz (MZ), ran sales and was old school. Ellie asked to make changes and MZ said, “Tell me what you need, and I...

Managing the Sales Team

Managing the Sales Team

As a business owner or VP of Sales, what are the best ways to stay on top of your sales team and pipeline without micromanaging? An effective sales team means:   You don’t have to make all the sales. You have to lead. You have to provide tools to make the...

What Happens When Marketing and Sales Don’t Talk

What Happens When Marketing and Sales Don’t Talk

What happens when marketing and sales don’t talk?   Salespeople spend time with the wrong prospects. The wrong prospects clog the sales funnel. Everyone blames everyone else.   Sales decline when marketing and sales don’t talk.    Getting Marketing and...

Say Goodbye to Follow-Up Fatigue

Say Goodbye to Follow-Up Fatigue

In the fast-paced sales world, sales professionals often experience follow-up fatigue (FUF). The constant pursuit of leads and the pressure to meet targets can take a toll on anyone. Fear not! There are tactics to revitalize your sales team and overcome FUF. WHAT...