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Harry Hectic owns HH Consulting, an engineering firm. 3 years ago, Harry employed 3 salespeople and 4 engineers. Harry had a great reputation but hated making sales. The sales team used sticky notes, spreadsheets, and handwritten lists to manage tasks, prospects, and...
Congratulations! You’ve built a steady stream of incoming leads. How many touches does it take to convert your leads into sales? What steps do you take to convert your leads? The answers depend on what you sell. The Challenge Reaching your leads, multiple times over...
There are many reasons to hate a CRM. See “I Used to Hate CRMs” for examples. Whether you are undisciplined and won’t try or you tried a low-priced CRM, received no support from the vendor, and became frustrated, many reasons exist to be scared of CRMs. What if you...
A well-known statement bears repeating – It takes up to 12 touches to close 80% of the sales in the U.S.A. Follow Up is the Differentiator What is the impact of follow up on sales? While the nature of follow up varies across industries based on your sales cycle,...
Bobbys Socks sells children’s clothes online and in its retail store. It donates 5% of each purchase to charity and sends a special gift to each child after each purchase. Spreadsheets Track Everything Bobby used spreadsheets to track sales, donations, and gift...
What are your customers’ behavior patterns? What customer information do you track and how do you use that data? Customer Behavior Patterns Divide behavior patterns into personal and buying behaviors. Personal ranges from communication methods to interests. Buying...
