Reach More Contacts with Less Follow Up Fatigue
Matt Malarkey owns 2MCom, a managed services company. 2MCom faced a tough problem: Sales declined over the past 2 years and Matt realized that inconsistent follow up was the culprit. He also knew that he and the sales team did not spend enough time with current...
How to Reduce Follow-Up Fatigue in Sales
Sally Steiner, VP of Sales, is exhausted. Her sales team is driving her nuts, prospects don’t respond, and her boss is anxious for new sales. What can Sally change to overcome her exhaustion? How do I Know if I have Follow Up Fatigue? Follow Up Fatigue (FUF) sneaks up...
What Happens When Departments Stop Communicating?
What happens when marketing, sales, production, and customer service stop communicating with each other? Mistakes, mistakes, and more mistakes! Why? Everyone is busy working to complete tasks, but no one sees the mistakes until it is too late. What Are Silos? As a...
Follow-Up is Your Best Differentiator
The real differentiator to closing more sales is Follow-Up. We all offer great service. Competitors say similar things too. We know the problems we solve and the markets we serve. We spend budgets on social media and often can’t tell results. Unless what you sell is...
Who Buys a CRM and Why
Why do people decide to get a CRM? There are so many reasons not to get one (i.e., they are a pain to implement) so why do businesses use CRMs? Who You Are? Most of us are in sales regardless of title. Whether you are a business owner, VP of Marketing and Sales, or a...
Follow-Up Is Everything
Follow-up is the 1 factor that can differentiate you from every other salesperson out there. We all know our markets, have refined our value propositions, and use social media so the field is flat. Only hustle or follow-up is left. What Makes Follow-Up a...
What CRM is Right for Me?
How do you choose the right CRM for you? Choose the wrong one and either overpay or be frustrated by your CRM’s limitations. What Do I Need to Know? CRMs come in all sizes, shapes, and prices. Prices range from about $8.00 to $150.00+ per user per month, exclusive of...
What Happens When I Get A Web Lead?
Many companies build comprehensive online marketing strategies to drive traffic to their websites. What happens once the traffic arrives at their doorsteps? How you interact with that web visitor influences whether the visitor becomes a client, a referral source, a...
I Forgot to Follow Up and Lost the Deal
What happens when you say you will follow up but forget? “I wrote it down on the business card,” said one client but “I forgot to follow up.” This is a consistent theme I hear from businesspeople who inquire about CRMs for their sales teams. What’s at stake when you...
Build Referrals to Close More Sales
As business owners, we are told to build referral networks. Why is this important? Effective referral networks produce new sales revenue that, most likely, you would not have gotten on your own. When you are “referred in,” the sales cycle is shorter, and you close...
Increase Your Sales by Segmenting
What can you do to get your prospects to listen to you and buy from you? We get so many irrelevant emails that breaking through the noise is hard. Many marketers send mass mailings, leaving us to delete emails. What can you do to close more sales with less Follow Up...
Sell to Submarkets to Increase Sales
Bob and Bonnie Boone started 3Bs Roofing Company 15 years ago. Over the years, they found a special way to market and sell new roof installations. Bonnie established that “While repair work was good, the real profits are in new roof installations.” The Boone’s set...