Sales Manager Pressure Points

Sales Manager Pressure Points

Rob Jones was promoted to Sales Manager at Smith Brothers (SB), an electronics distributor. He is SB’s first Sales Manager as Randy Smith managed the sales team previously.   Rob faces daily pressures including: Meeting sales targets. Sales team performance. Pipeline...
My Client Acquisition Costs Are Too High

My Client Acquisition Costs Are Too High

How do I know if my client acquisition costs (CAC) are too high? How can I lower my CAC?  Client Acquisition Costs What are your client acquisition costs? Two ways to measure CAC are: As a percentage of sales revenue. Per client or customer. Add your marketing and...
Build Revenue with Current Customers

Build Revenue with Current Customers

3 businesses with 3 different products have the same problems: Not enough sales or profits. Company Profiles The 3 companies are:  Residential Cleaning Services (RCS) has high travel expenses because the jobs are spread out. Janitorial Supply Company (JSC) has...
From Prospect to Customer

From Prospect to Customer

Here’s the scenario -You walk into an event, someone corners you, and doesn’t stop talking. It is yucky and the opposite of what you want. You may remember that person, but you may not spend time to know if they are nice or trustworthy,  Marketing and sales...
Why CRM Implementations Fail

Why CRM Implementations Fail

Eddy Tuvinksy (ET) sells for a distributor of cosmetics. Over 25 years, ET has worked at three companies, joining Distro, one year ago. “Steady Eddy” as he is known, has had career success, and knows how to sell! Shortly after joining, ET learned that Distro had a...