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...

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...

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...

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...

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...

Business owners and sales managers ask this question frequently. What are the symptoms that indicate my team needs a CRM? Many sales departments operate successfully without a CRM. Good salespeople make sales. The CRM doesn’t make sales and it doesn’t make bad...

“I would never get a CRM!” said Jim who sold operational consulting services. Mary Jones (MJ), his boss, wanted to implement a CRM and Jim was opposed. What were his reasons? MJOPS MJOPS is 5 years old. MJ has 3 salespeople and has yet to experience consistent growth....

Here’s the scenario. You’ve met a new prospect who might need your services. How do you know? You’ve engaged, talked about common interests, and the company seems to have the right characteristics and vibe.  Now it’s time to find out if the prospect has a problem you...

How can you make your CRM fun to use? Whether you are a solopreneur or VP of Sales, you are more likely to get the team on board when it is fun to use the CRM.  Who Likes a CRM? Many salespeople shudder when you mention CRMs. They think drudgery; it’s another system...

Charlie Winston owns a residential cleaning service. She has 15 crews serving 5 zip codes, 5 sales reps, and she was frustrated. She needed to be everywhere at once and hated missing commitments. Yet, sales were flat for 2 years. Follow Up Fatigue Blocks Sales Charlie...

What makes you compatible with a prospective buyer? Isn’t it likely that a buyer will buy from a seller with whom the buyer is compatible, comfortable, and trusting? Yes, your price has to be sharp. Though, it’s likely you’ll be told what price you need to hit when...

What happens when you meet a salesperson who doesn’t stop talking? Does it make a good impression? I doubt it. Most likely, you are turned off.  In two recent blogs, we focused on the: Best opening question to ask when meeting someone for the first time, and  Power of...