Do You Know Where Your Business Comes From?

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One of the most common issues I find with struggling Sales Organizations is a lack of focus. This is a pretty natural occurrence in the whole evolution of a business.

First Starting Out

When a business first starts out, they need to get revenue! They will sell to anyone who might be interested in what they are selling. The size of the account doesn’t matter, the complexity doesn’t matter, the location doesn’t matter – all that matters ...

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How to Get Inside Your Prospect’s Head

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Speed is the friend of Sales. There is definitely something to the idea of the “momentum of a sale.” If you let things languish too long the trail goes cold. Technology has given us some great tools for the Sales Professional. Marketing automation can, based upon your prospect’s behavior, feed them the right information at the right time so when it comes time to sell, they are already chomping at the bit to learn about ...

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How Defining Your Sales Process Can Set Your Team Up for Success

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Often I’m asked by sales leadership, “How do I set up my sales team for success?” One of the best ways you can do this is by defining a Sales Process. What does that do for you? The benefits are both internal and external for a Sales Professional.

Internal

If you know each unique stage of your sales process, you then also know the people, resources and the activities you need to create success in each stage ...

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Frankness is Your Friend

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I have a partner in my business. I met Rod shortly after I started my consulting firm. I was teaching a class on Presenting Your Solution and Negotiating the Close. Fast forward to a couple years later and Rod had expressed an interest in working with me. I needed the help and enjoyed his company so I figured why not?

As with any business, as our company grew we had some style and communications challenges to ...

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Make Your Internal Clients Your Biggest Fans!

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Here is a common question I hear in the market: “How do I make sure that my sales producers are bringing on good business?” This is an incredibly important question to answer. The key is to bring on the right type of business and collaborate internally. How often do you hear about the great divide between the Sales organization and the Service/Operations organization in a business? Far too often, if you ask me.

The Service Team’s ...

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