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Sales
Sales coach
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...
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Sales effectiveness proces, sales management
Sales Process Making Your Sales Process More Effective Sales effectiveness is key to building your sales revenues. And most successful companies build and follow a systematic sales process. The process is constantly refined until you are operating at peak efficiency.  The more efficient the process, the more effective the sales team becomes. At the end of the day, profits stem from the success of your sales...
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Sales training
Improve Sales Results with DISC Understand how your DISC behavior type and your customer’s DISC interact can start to 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....
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brand fan ladder of loyalty helps prevent sales problems
Small Business Sales Problems Small businesses typically have three sales problems 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...
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Tell people about your sales value proposition
Your Sales Value Your 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...
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DISC High C accountant cfo controller
The New Sales Rep Challenge 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...
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Customer Relationship Management CRM Salesforce.com
Salesforce Training Salesforce is a great tool provided you train your people. Customer Relationship Management When you first told your sales staff and customer service team you were going to use a Customer Relationship Management (CRM) system, what was their collective reaction?  My experience is that there is a lot of negative body language like...
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Managing time, people, and sales
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...
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People know, like and trust before buying
Prospects Like You Before Trusting You 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....
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Your USP is Your Value Proposition Last month we focused on building a vision for your business. Part of this was creating uniqueness about your business that sets you apart from the competition, supports strong pricing and helps create customer loyalty. Called your Unique Selling Point (or Proposition), or USP, it is the essence of...
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