What happens when you say you will follow up but forget? “I wrote it down on the business card,” said one client but “I forgot to follow up.” This is a consistent theme I hear from businesspeople who inquire about CRMs for their sales teams. What’s at stake when you...

As business owners, we are told to build referral networks. Why is this important? Effective referral networks produce new sales revenue that, most likely, you would not have gotten on your own. When you are “referred in,” the sales cycle is shorter, and you close...

What can you do to get your prospects to listen to you and buy from you? We get so many irrelevant emails that breaking through the noise is hard. Many marketers send mass mailings, leaving us to delete emails. What can you do to close more sales with less Follow Up...

Bob and Bonnie Boone started 3Bs Roofing Company 15 years ago. Over the years, they found a special way to market and sell new roof installations. Bonnie established that “While repair work was good, the real profits are in new roof installations.” The Boone’s set...

What if your salesperson quits and takes all of its contacts and notes on their cell phone upon departure? What do you do to ensure a smooth transition with clients and prospects?   It can be difficult when you lose a good salesperson especially if he or she...

There is an app for nearly everything. - To-do lists, scheduling, notes, team communications, project management, email marketing, forms, surveys, document signing, and workflows. No wonder everyone gets Follow Up Fatigue.   What if ONE APP replaced multiple apps...

Sherry Miller sells janitorial supplies to commercial, residential, and retail property managers as well as to retail clients that have the need for industrial-strength cleaning products. During the past 2 years, sales increased by more than 50% per year and her...

A prospect called me recently and said she was overwhelmed by her need to follow up. She had attended 3 networking events that day and met 5 new contacts. In a week, she averaged 10 new contacts. She was frustrated and scared that she would drop the ball on an...

How many times have you received an email, and your response is “this has nothing to do with me, so why did I receive it?”. This happens when messages are sent to everyone with no segmentation. It annoys the recipients and also is a waste of time for the sender. When...

How do you know what lead sources are most effective in generating business for you? Is it a specific networking group, your website, or a social media campaign that brings in the most business?    A lead source is the original source where a customer takes their...

Max owns MPC, selling personal care products online and through specialty distributors. Her team includes 9 salespeople, 3 inventory managers, and 2 administrators. Her business has grown and managing clients, prospects, and distributors was overwhelming. She and her...