4 Sales Reports You Need But Probably Aren’t Using

August 14th, 2018

sales reportsWhen tasked with managing sales, we often get into a certain rhythm – or maybe it’s a rut – with the way that we manage the program. And when it comes to sales reports, we have probably gotten used to the same ones… reports like:

  • Sales vs. goal
  • Sales vs. same period last year
  • Sales by sales rep
  • Basic sales call reports, etc.

And while those are a good place to start, let me suggest 4 other sales reports that you should add to your management arsenal… reports that will give you a deeper view of what’s really going on with your sales effort.

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Not blogging yet? Here are 10 reasons why you should!

August 7th, 2018

bloggingI was having a conversation about marketing last week with the owner of a small firm… and we covered a broad range of topics. When we got to ‘blogging,’ he asked, “Why should I blog?” When I saw that he wasn’t kidding, it dawned on me that there may be many small business owners in the same boat – questioning the value of a consistent writing program like blogging.

So, for you, Mike – and small business owners everywhere – here are the top 10 reasons why blogging MUST be a part of your marketing mix:

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Planning for 2019? It’s not too early to start.

July 31st, 2018

While it’s only the beginning of August – and we’re all in the middle of the summer doldrums – now is the perfect time to start planning for 2019 and thinking about your marketing & sales for next year. Five months may seem like plenty of time to get ready… but you’ll get busy this Fall, and January 1st will be here before you know it.

So, block of a little time RIGHT NOW to start thinking about improving your marketing & sales efforts for next year. And the absolute best way to do that is to make sure you understand all of the things going on in and around your business. What you learn will form the foundation for making smarter marketing & sales decisions next year. To help, here are 6 suggestions to get you started

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5 Ways to Say “No thanks” to a Proposal

July 24th, 2018

proposalTwice in the past few years, I’ve written a blog post about the frustration that I (and all people involved in business development) feel when not hearing back from a potential client after submitting a proposal… a proposal that they requested. I wrote about how any answer – even a ‘no’ – is better than being ignored. With a clear answer… at least I’ll know how to move forward.

Sadly, the practice of ‘responding with silence’ from potential clients continues to this day.

So, on behalf of all small business owners who do the selling, seller-doers and professional salespeople everywhere, I’ve taken the liberty of writing out actual email scripts – based on several different scenarios – that you can use when responding to proposals you don’t want to accept. I hope these help:

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5 Times When You Should Turn Down a Project.

July 17th, 2018

turn down a project

While we all have some level of responsibility to help grow our businesses – and for business leaders, there’s the added responsibility of keeping our employees employed – sometimes, as painful as it might be, there are projects that you just need to walk away from. Why? Because taking on those projects can do more harm than good.

Based on conversations with clients and my own experience, there are 5 times when you should turn down a project:

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The Perfect Sales Commission Plan! Sorry, it doesn’t exist.

July 3rd, 2018

But these 10 guidelines can help you get close.

A few weeks ago, I met with the President and Senior Sales Executive for a firm in Dallas. They were looking for an objective assessment of their sales commission plan. Here’s what I told them…

After 30+ years in sales & marketing – and after seeing literally hundreds of different plans in a variety of industries – I can say, with ABSOLUTE CERTAINTY, that there is no one perfect sales commission structure.

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A 3-Point Tune-up for Your Sales & Marketing

June 26th, 2018

We’re halfway through 2018… how are you doing so far?

Like taking your car to the mechanic every 5,000 miles, halfway-through-the-year is a good time to “look under the hood” of your sales & marketing efforts to see how you’re really doing. If your “engine” is running smoothly… great! If it feels a little rough… it might be time for some ‘tweaking.’ And if it is, we hope this 3-Point Tune-up will help.

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How Many Times Should a Sales Rep Follow-up? Here’s the REAL Answer…

June 19th, 2018

With over 30 years of sales and marketing experience, I have seen countless articles and graphics detailing what the author thought was the ’right’ number of sales follow-up touches. They write as though success is inevitable – if (and when) you get to that “magic number” of follow-ups.

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