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...

Does Your CRM Produce Revenue?

Does Your CRM Produce Revenue?

There are many reasons why your current CRM may not produce revenue: It’s an electronic rolodex with limited capabilities. You can’t get help from the online provider. You are not aware of the best ways to use a CRM. With so many CRMs in the marketplace, how do you...

Oops! Tammy Jones’ Inbound Quote Requests Got Lost

Oops! Tammy Jones’ Inbound Quote Requests Got Lost

Tammy Jones owns a trash hauling company that generates tons of inbound quote requests. When Tammy got 2 calls from customers saying no one responded to their inbound quote request, Tammy was mad.  She called in her team and demanded an answer. She learned that 12% of...

3 Tips to Help You Close More Sales

3 Tips to Help You Close More Sales

As an owner or VP of Sales, your watchful eyes and sales processes are keys to success. You have to close your own sales, guide sales reps, and know whether you are on track. Your purpose is to exceed your sales goals. As a sales leader, how do you: Track your sales...

Now I LOVE My CRM’s Secret Sauce

Now I LOVE My CRM’s Secret Sauce

How can someone LOVE their CRM? First, there are reasons to hate CRMs. Some are too limited, promise the world but deliver headaches and no support. Others are complicated and hard to use.   CRMs come in all sizes and 3 broad levels:   Electronic rolodex...

“I Used to Hate CRMs”

“I Used to Hate CRMs”

“Oh yeah, I hated CRMs” said so many of our clients. While funny, it is a recurring theme. So many prospects focus on what if it fails. Others focus on what if it succeeds and builds revenue.    Many clients confess to resisting their consultants and sales teams...

“I Hate CRMs”

“I Hate CRMs”

  “I hate CRMs” said the administrator to Ellen Stein, the owner of ESO, a specialized consulting firm. John Rizzo, the administrator, had worked for Ellen for 7 years. “How can I possibly track my leads and stay organized?” asked Ellen. “I’ll keep everything...

Are You at the Top of Your Client’s Relationship Ladder

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

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

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...