Common Interests Lead to Sales – Part 2
In our last blog, we highlighted the best opening question to ask when meeting someone for the first time at a business event. That first impression is lasting so your “opening line” is paramount. Why Buy From You? Tough question! What differentiates you from your...
Common Interests Lead to Sales
What is your opening question when you meet someone for the first time at a business networking event? Is it: What do you do for a living? What do you like to do when you are not working? Question two gets big smiles and bright eyes! Question one gets short answers....
Help…I am Drowning in Salespeople Follow-Up!
Imagine a company with 5 salespeople that doesn't have a CRM system. It's like running a business with your hands tied behind your back. Mary and Pat Dealmaker have owned 2Ds Business Brokerage (2D) for 5 years. Three years ago, they hired 2 salespeople. Mary,...
I’ve Been Promoted to VP of Sales – Now What?
Ellie Dimond was promoted to Vice President of Sales for ZANO Products, a distributor of plasticware to retailers. Previously, ZANO’s owner, Michael Zanowitz (MZ), ran sales and was old school. Ellie asked to make changes and MZ said, “Tell me what you need, and I...
Managing the Sales Team
As a business owner or VP of Sales, what are the best ways to stay on top of your sales team and pipeline without micromanaging? An effective sales team means: You don’t have to make all the sales. You have to lead. You have to provide tools to make the...
What Happens When Marketing and Sales Don’t Talk
What happens when marketing and sales don’t talk? Salespeople spend time with the wrong prospects. The wrong prospects clog the sales funnel. Everyone blames everyone else. Sales decline when marketing and sales don’t talk. Getting Marketing and...
Say Goodbye to Follow-Up Fatigue
In the fast-paced sales world, sales professionals often experience follow-up fatigue (FUF). The constant pursuit of leads and the pressure to meet targets can take a toll on anyone. Fear not! There are tactics to revitalize your sales team and overcome FUF. WHAT...
Does Your CRM Produce Revenue?
There are many reasons why your current CRM may not produce revenue: It’s an electronic rolodex with limited capabilities. You can’t get help from the online provider. You are not aware of the best ways to use a CRM. With so many CRMs in the marketplace, how do you...
Oops! Tammy Jones’ Inbound Quote Requests Got Lost
Tammy Jones owns a trash hauling company that generates tons of inbound quote requests. When Tammy got 2 calls from customers saying no one responded to their inbound quote request, Tammy was mad. She called in her team and demanded an answer. She learned that 12% of...
3 Tips to Help You Close More Sales
As an owner or VP of Sales, your watchful eyes and sales processes are keys to success. You have to close your own sales, guide sales reps, and know whether you are on track. Your purpose is to exceed your sales goals. As a sales leader, how do you: Track your sales...
Now I LOVE My CRM’s Secret Sauce
How can someone LOVE their CRM? First, there are reasons to hate CRMs. Some are too limited, promise the world but deliver headaches and no support. Others are complicated and hard to use. CRMs come in all sizes and 3 broad levels: Electronic rolodex...
“I Used to Hate CRMs”
“Oh yeah, I hated CRMs” said so many of our clients. While funny, it is a recurring theme. So many prospects focus on what if it fails. Others focus on what if it succeeds and builds revenue. Many clients confess to resisting their consultants and sales teams...