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For David Jones, owner of DJ Business Consulting (DJ), a firm with six, three in sales, the decision to implement a CRM wasn’t taken lightly. David was pressured by managing client service, marketing, and sales. Growth was steady yet David saw weaknesses:...
Small businesses live and die by their ability to turn leads into paying clients. A single lost client, delayed proposal, or missed follow-up can create cashflow losses. Meridian Engineering Meridian Engineering, a nine-person firm, faced the classic sales problem:...
Owners and salespeople say, “They are overwhelmed by the follow up required to sell.” Following up is hard and requires consistent, thoughtful touches at key points. The data says it can take 12 touches to make a sale. The more people you meet, the more follow-up...
What are the best questions to ask when qualifying prospects? How can you phrase questions so you don’t sound aggressive and offensive? Qualifying Prospects Many of us chase prospects thinking they are likely to buy. Often, we are disappointed when they don’t....
How do you know when marketing and sales are not aligned? Ask your sales funnel. A sales funnel shows whether marketing and sales are aligned by: Revealing lead types. Showing lead movement across funnel stages. Identifying where leads consistently stall. The funnel...
CRMs come in all sizes and shapes which can be confusing. As a business owner or VP of Sales, the right CRM will have significant impacts on your sales pipeline. What is a CRM? How do I know if I need one? What should I know before getting one? CRMs –...
