Are You at the Top of Your Client’s Relationship Ladder
As VP of Sales, how often do your salespeople contact assigned clients? How do you know? Touching clients and prospects on a consistent basis makes you more than a commodity, builds loyalty, and long-term profits. Client or Prospect Focus What percentage...
Build Referral Sources to Close More Sales
What percentage of your business comes from business referrals? What if business referrals were a larger percentage of sales? New business comes from multiple sources (i.e., clients, web, networking, and business referrers). Each source takes time, and some produce...
Stuff the FUF and Close More Sales
Whether you are the VP of Sales, Sales Manager, or Owner, you feel the pressure to: Meet sales targets. Build customer relationships and know buyer behavior patterns. Manage sales operations and processes. Communicating with sales reps, prospects, and clients creates...
What…You Don’t Have a CRM?!
Ellen Rhodes, VP of Sales for ResTech (RT), has 5 salespeople and installs residential audio, visual, and security systems. Three years ago, Ellen felt the pressure of her position: Meeting sales targets. Building customer relationships and knowing buyer behavior...
3 Ways to Build Customer Relationships
Alice Smith owns Hair Products Unlimited, an online retailer. She has lost customers to competitors and is struggling to solve this problem. Alice realized that; She had no customer nurturing process. She only communicated to customers when they purchased. She knew...
Reach More Contacts with Less Follow Up Fatigue
Matt Malarkey owns 2MCom, a managed services company. 2MCom faced a tough problem: Sales declined over the past 2 years and Matt realized that inconsistent follow up was the culprit. He also knew that he and the sales team did not spend enough time with current...
How to Reduce Follow-Up Fatigue in Sales
Sally Steiner, VP of Sales, is exhausted. Her sales team is driving her nuts, prospects don’t respond, and her boss is anxious for new sales. What can Sally change to overcome her exhaustion? How do I Know if I have Follow Up Fatigue? Follow Up Fatigue (FUF) sneaks up...
What Happens When Departments Stop Communicating?
What happens when marketing, sales, production, and customer service stop communicating with each other? Mistakes, mistakes, and more mistakes! Why? Everyone is busy working to complete tasks, but no one sees the mistakes until it is too late. What Are Silos? As a...
Follow-Up is Your Best Differentiator
The real differentiator to closing more sales is Follow-Up. We all offer great service. Competitors say similar things too. We know the problems we solve and the markets we serve. We spend budgets on social media and often can’t tell results. Unless what you sell is...
Who Buys a CRM and Why
Why do people decide to get a CRM? There are so many reasons not to get one (i.e., they are a pain to implement) so why do businesses use CRMs? Who You Are? Most of us are in sales regardless of title. Whether you are a business owner, VP of Marketing and Sales, or a...
Follow-Up Is Everything
Follow-up is the 1 factor that can differentiate you from every other salesperson out there. We all know our markets, have refined our value propositions, and use social media so the field is flat. Only hustle or follow-up is left. What Makes Follow-Up a...
What CRM is Right for Me?
How do you choose the right CRM for you? Choose the wrong one and either overpay or be frustrated by your CRM’s limitations. What Do I Need to Know? CRMs come in all sizes, shapes, and prices. Prices range from about $8.00 to $150.00+ per user per month, exclusive of...