Posts by admin

How To Double Sales Revenue

»Posted by on Oct 14, 2011 in Coaching, Sales & Marketing, Sales Training | 0 comments

Companies that employ a formal sales process get these results: Close 48% more sales. Reduce sales cycle 37%. Generate double the revenue per salesperson.* These companies consistently produce above-average results because a formal sales system empowers them to manage  sales opportunities. A sales process focuses on: A clear understanding of the customer buying process. Aligning their sales process directly to customer buying process. Tracking sales opportunities from open to close. Managing the process accelerates the opportunity from one stage to the next. Following a sales process produces these...

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The #1 Thing Employees Crave

»Posted by on Oct 13, 2011 in Coaching, Human Resources, Leadership, Management | 0 comments

“I’ve quit a couple of jobs in my life,” a Nashville man told me recently.  “When I did,” he said,  “something odd usually happened – I was offered more money.” The interesting thing is the man quit anyway. “Only later did that strike me as backwards.” he said, “I hated working for the company, dreaded each and every day, felt like the life was being sucked out of me, and they wanted me to stay. “Who would want someone like that working for their company? People who feel that way are a cancer. I was a cancer to them and they were a cancer to me.” Logically,...

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How To Know What Your Customer Really Thinks About You

»Posted by on Oct 10, 2011 in Business Communications, Customer Relationships, Management | 0 comments

    An important component of growth is effective communication with customers. You expect all employees to pass information up the ladder to top management, but the more employees you have the more difficult it becomes. It may take too long.   It can also be neglected, especially if the feedback is negative, and employees feel the need to protect themselves from blame. Growth challenges the ability of management to stay informed. This makes investing in good employees vital to your success, because they work directly with customers. Hire friendly, energetic, and confident employees who can set...

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Become A Champion Salesman

»Posted by on Oct 6, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned postcards were distributed to salespeople all across the country. I followed up on one of the cards, setting an appointment at the home of a woman, who turned out to be an elderly widow.  She was very gracious on the phone,...

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Cold Calling Will Never Be Dead

»Posted by on Oct 5, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Many years ago I attended a sales convention where a crowd of salesmen surrounded Alex, the top salesman in the company by several million dollars annually. Everyone was eager to ask Alex how he did it. I only remember two questions and two answers from the exchange that went on for nearly an hour. Q: Alex, what do you do that gets the best results? A: Cold calling. Q: Alex, what do you like the least about this job? A: Cold calling. I’ve been in sales, sales management, and sales training for nearly 40 years, and I’ve never proven Alex wrong. Cold calling is hard, but it is simple. Selling is...

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