Lead Generation

Lead generation is the life blood of any sales team.  Both marketing and sales departments often are responsible for Lead Generation.  Find methods to grow and manage lead generation for consistent sales growth.

Sell and serve your customers better by putting them in a bucket

That’s right, I said “put them in a bucket”… Of course, what I mean is to categorize them.  There are all kinds of potential markets and customers for your business out there.  You need to know which ones are the most profitable for you.  I call them “buckets”. You can only carry 2 or 3 … Continue reading

The “script” that gets results

In front of the customer, they’re instinctive…   But somehow, they’re tough to write down on a piece of paper.   Your qualification questions.  The questions you ask a prospect so that you understand they’re needs and what solutions you may have that they’ll see value in.   So you’re asking, why do I need … Continue reading

Making your horses drink the water

Sales wins customers and customer service keeps them.  Growing your business depends on both.  In recent posts, I’ve addressed how easy and profitable it can be to use an information system to beat the pants of your competitors at customer service and turn your sales reps into top performers by getting them just a little … Continue reading

Get more out of everything

Per my last post, I owe you an article on how to motivate your team to use an information system to improve sales, service and support effectiveness. However, I saw a post today that I just had to pass on. Yaro Starak‘s post about an article by Rich Schefren is a must read!   Improving … Continue reading

Stellar Customer Service is easier and less expensive than you think

You don’t have to be in the Fortune 500 to build superior stellar customer service into your business. In fact, when’s the last time you called a Fortune 500 company for service and came away impressed with the service you got? The big guys have the resources to do whatever they want but, their size … Continue reading

CRM can help you get organized to be successful

Management gets a lot more out of CRM system if the sales team is using it because they want to, because it helps them sell more. And it really is just as simple as Mr. Misner describes.  As Bo Jackson said, “Just do it!” I hope its obvious but, to be sure its understood, I … Continue reading

In the 21st century, Put Offs Are Your Friend

A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To end the meeting and move on with his/her day. Examples: •”Send me your brochure and I’ll get back to you” •”Can you send me your basic price schedule to review?” … Continue reading

The end of advertising as we know it

Well there it is! If you have anything to do with marketing or selling, you need to read IBM report, “The End of Advertising as We Know It”, I picked up on TechCrunch!   Its a validation of all the trends we sense in the industry with some fascinating stats and trend data. There’s a … Continue reading

The Ultimate Take Away

I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler trainer, his approach was almost exactly the same… I expected him to act like every other sales person I’d ever met and start “selling” me on his services and he … Continue reading

Sales people don’t have to be scary!

Happy Halloween! Something you might enjoy on “the day of the dead”… Most people have a pretty negative connotation about sales people. They think of their worst ever sales experience, perhaps on a used car lot… The bad news is that lots of sales people perpetuate this myth and are intimidated by their prospects because … Continue reading