The beginning of a new year always gives companies a natural opportunity to re-calibrate, refocus, and jump-start afresh. Here are 10 practical ways that every small business can use to accelerate for the coming year! 1. Create urgency within your team I’m not suggesting that you scare your people with “do or die” tactics. I …
Many salespeople waste a lot of time and energy on “no show” appointments. We’re so eager to get appointments on our calendar that we do not take enough time to pre-qualify and test the commitment of our prospect. Here’s how the scenario typically goes: We (the salesperson) speak with a prospect for the first time …
I thoroughly enjoy working with Sales Professionals and helping them increase sales through our Sales Acceleration Program. This is a powerful process where we customize a plan for your sales team or business. It doesn’t take long for most of our clients to see sales increase as they identify and engage in more fruitful behaviors. …
Marketing is essential for your business to grow. Of all of the systems of your business, if you don’t get marketing right, you will eventually go out of business. We all know this. Yet marketing is often mysterious, unpredictable, frustrating, and expensive. When I start working with a new client I typically see one of …
As a business owner and entrepreneur, you have many responsibilities. One of the most important is the successful execution of a sales process. One of your main goals as a business owner is to make a profit…and you can’t make a profit if you can’t make sales! However, this is easier said than done. When …
It’s extremely gratifying for a business owner or sales professional to close a sale. For me it’s not just a “win.” It’s the awareness that I have satisfied a sincere want or need for another human being. I have helped them in some way. I have provided so much value that they willingly compensate me …
In the past, I’ve given seminars and workshops to salespeople and business owners called, “How to Improve Your Selling Conversation.” Every business owner should be thinking about ways to improve their own sales effectiveness and the effectiveness of their employees. This seminar was also extremely beneficial to the veteran sales professionals present (based on their feedback.) …
I’ve coached many business owners and sales people throughout the years. From individual salespeople to large sales teams, there are 10 skills that every business owner and certainly every sales professional needs to continue to develop and refine. Here they are: Overcoming Mindset To be successful you must have a positive, optimistic, can-do mindset. You’ve …
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Getting new customers doesn’t have to be expensive. In fact, winning new customers can be the opposite…low-cost and high return! I want to share with you 3 low-cost marketing strategies that will help you win new customers that you can implement immediately. Reactivate Past Customers First, re-activate past customers. Have you been paying attention to …
When you meet someone new at a networking or community event, and they ask you what you do, what do you say? Typically I hear “I’m a CPA” or “I’m a financial planner” or “I sell flowers” or “I’m in insurance.” Get the picture? That’s about the most uninviting, non-engaging, boring way for you to …