Stop Setting Stupid Sales Goals… Think Small Instead

October 26th, 2016

big-smallI had a boss (the company Founder) several years ago who would set the annual sales goals for our company… without much regard for what was really happening in the marketplace. The trouble was – and no surprise here – that he set ridiculously high goals (think 50%+ growth or more). Then, the rest of the team would jump through hoops to re-do all of the plan and budgets… all the while knowing that there was no way in hell we would come close to achieving those goals.

That’s NOT how to do it.

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Your Key Accounts Need More Love!

October 18th, 2016

Here are 6 ways to make that happen.

Key AccountsIn the 4+ years we’ve been open, I don’t think I’ve spoken with a single research firm that doesn’t have 40-50-60% (or more) of its revenue tied up with just 3, 4 or 5 clients. Losing a small client is bad enough, but losing one of these ‘Key Accounts’ can be devastating. So, what can you do to ensure this doesn’t happen to you?

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The Secret to Sales & Marketing Success? It’s Right in Front of You.

October 11th, 2016

Maximize revenue growth by leveraging your sales database.

look-at-computerThere are two kinds of sales prospects – those you know (and who know you) and those you have yet to meet. However, too many sales & marketing initiatives focus on trying to uncover more of the latter.

I submit, however, that the opposite (focusing on those you know) is a more efficient and more effective way to grow revenue.

Think of it this way… you’ve spent a ton of time, money and effort trying to increase the number of contacts in your sales database. Now it’s time to leverage all of that work.

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