From Prospect to Customer

From Prospect to Customer

Here’s the scenario -You walk into an event, someone corners you, and doesn’t stop talking. It is yucky and the opposite of what you want. You may remember that person, but you may not spend time to know if they are nice or trustworthy,  Marketing and sales...

Why CRM Implementations Fail

Why CRM Implementations Fail

Eddy Tuvinksy (ET) sells for a distributor of cosmetics. Over 25 years, ET has worked at three companies, joining Distro, one year ago. “Steady Eddy” as he is known, has had career success, and knows how to sell! Shortly after joining, ET learned that Distro had a...

Do I Need a CRM

Do I Need a CRM

Business owners and sales managers ask this question frequently. What are the symptoms that indicate my team needs a CRM? Many sales departments operate successfully without a CRM. Good salespeople make sales. The CRM doesn’t make sales and it doesn’t make bad...

Reasons Not to Get a CRM

Reasons Not to Get a CRM

“I would never get a CRM!” said Jim who sold operational consulting services. Mary Jones (MJ), his boss, wanted to implement a CRM and Jim was opposed. What were his reasons? MJOPS MJOPS is 5 years old. MJ has 3 salespeople and has yet to experience consistent growth....

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,...