If you lack a comprehensive lead-conversion strategy, you’re leaving money on the table. Every lead has an acquisition cost. But what’s the opportunity cost if that lead goes cold? It’s certainly more than the original investment – especially if that lead is lost to the competition. Lead management isn’t just about driving leads; it’s about […]
So, Your Company’s Growing? How to Hire the Right People.
Are you looking to grow your sales force? Hopefully, the answer to that question is yes. The success of hiring the right candidate has everything to do with your company’s hiring process. We believe that 60% of success in business is having GREAT people, 20% Hard work, and the other 20% is having a good plan set […]
Top 5 Selling Problems Contractors Will Face in 2014
For Contractors, things are definitely picking up in 2014. McGraw-Hill Construction forecasts that total construction starts could rise by 9% next year to $555 billion, led by a solid housing market and improved opportunities in commercial building. Non-building sectors, especially electrical utilities, could be drag on starts in the coming years. “It’s another step along […]
Why Pre-qualifying Is The Key To Winning More Sales
Pre-qualify hard, close easy” – Bernie Cronin, President Sandler Sales Institute There is a problem when companies with a traditional selling approach focus primarily on quantity rather than quality when it comes to building their pipelines. The challenge traditional selling companies face is they don’t know to ask tough qualifying questions up front, perhaps for lack […]
Sales Managers: Are you a Supervisor or a Leader?
Real leaders add value to their employees, they make them feel safe and confident while being fair, firm and consistent.” – Gregg Wallick Company owners, VP’s, and Sales Managers: do you feel like your job is to get people to work “for” you? Are you showing up to the office each day crackin’ the old […]
How to Better Manage Sales Teams
If you manage the behaviors, the results will take care of themselves.” – Gregg Wallick Every person in your sales department, actually every person on the planet (that even includes Chuck Norris) has 168 hours in a week to be awesome. In regards to managing your […]
The Power of the Pipeline
I’m always surprised after asking company leaders what’s in their pipeline and they respond, “I… don’t… know?” What baffles me is how successful they actually are, despite their lack of efficiency and organization! I’m scratching my head thinking, how much more successful would they be if they knew their numbers! Maybe they have a few […]
Why Knowledgeable Salespeople Can Get Into Trouble
“Don’t spill your candy in the lobby” -David Sandler Most of us believe that if we are highly knowledgeable salespeople we become more successful. If we learn everything there is to know about the product or service that we are selling, then we will “wow” prospects with genius expertise and they will sprint to sign the […]
Why Your Company Needs a Defined Sales Process
What’s your company’s sales process? If you don’t have a strong answer to that question, then it’s recommended you begin mapping it out. Defining your sales process is as important to your company as an NFL football team knowing what offense they run, or a cast on Broadway memorizing their script. Clearly mapping out each […]
9 Items Sales Teams Need to Track
Companies that are successful and well respected in their industry tread upon a common mentality, and that is “the bottom line”. Successful business leaders have a strong handle on how much money is being spent in each department of their thriving business. Smart leaders know where their money is working for the greatest ROI, especially […]