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...

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...

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....

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,...

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...

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?   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...

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...

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...

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...

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...