Sales Process Sales process is a key to building your sales revenues. Most successful companies build and follow a systematic process. And the more efficient it is, the more effective the sales team becomes. At the end of the day, profits stem from the success of your sales team. Let’s create a sales process that...Read More
Sales Coach Why do you need a sales coach? Let’s face it, business owners are independent people who want to make their mark by working for themselves. They are highly motivated, self-starters. They are the ones who leap into action. Unfortunately, they often postpone their selling activity preferring the immediacy of operations. Achieving revenue growth...Read More
Small Business Sales Problems Sales problems for small businesses typically have three things in common: The business owner is the “rainmaker” but isn’t trained in sales. There is no coherent sales process or marketing system. New clients come from referrals from current clients. Client referrals almost always result in prospects but most businesses focus on...Read More
Your Sales Value Sales value is everything. It is a major reason people choose your service or product. If the service is provided by you, then it’s the what you bring to the relationship. If you are bringing a product to the customer, then it’s the sum of the product plus the what you bring....Read More
Improve Sales Results with DISC Understand how your DISC behavior type and your customer’s interact can help improve sales results. What is DISC? Basically, its about communication as is sales. Your DISC is defined by your personal mix of Dominance, Influence, Steadiness, or Compliance behaviors. Your own personal behavior soup, if you wish. We are all different. We...Read More
Selling to High C You are the new sales rep. Your new boss is a hard charging high D DISC type (extroverted, task oriented.) He wants results. Your new boss is giving you a challenge: selling the high C DISC types. So how do you handle this new challenge? How Does a High I Sell...Read More
Sales Management Sales management is a discipline. One of my early tests was how would I manage a district sales force of ten people? Typically, there is a super star, some good performers and fair performers. What would you do with this group assuming one super star, 6 good performers and three fair performers? When...Read More
People Buy from People They Like People do business with people they like. Pretty simple but not always obvious. Take companies dependent upon leads from Internet marketing such as websites, pay per click ads, and lead services. It is not unusual for the company to buy a CRM system that comes complete with auto-responder features....Read More
