The Competitive Advantage
October 11, 2016
Maximize revenue growth by leveraging your sales database.
There 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.Continue Reading
August 30, 2016
Think about each of your top 4 or 5 clients. Collectively, they’re likely worth 50-60-70% of your firm’s revenue…. or more! And I’ll bet you could tell me how much revenue each generates, which services or products they’re buying from you and some details about each of their last few projects. That’s good.
Now think about your key contact at each of those clients – what details do you know about them? No, not their title or their biggest challenges at the office – though those are important. But… are they married or not? What about kids? Their hobbies or favorite sports team? Where they went on vacation last week? And so on… and so on.
Don’t think knowing that kind of thing is important? You’d be wrong!Continue Reading
August 16, 2016
Last Wednesday, I came back to the office to find a voice mail message on my office phone. It was one left by a sales rep (and I use that term loosely) who wanted to connect with me. Without giving away the firm, here’s the message…
After introducing herself, she said, “We have a lot of experience working with firms like yours. I’d appreciate the opportunity to have a short conversation to see if we might be of service to you.” Then she left her phone number and hoped I would call back. That was it.
We can debate the value of leaving phone messages, but here’s what happened (or didn’t happen)…Continue Reading
July 26, 2016
Congratulations! You just hired a new sales rep… or maybe a couple of them. Maybe they’re even the first ones you’ve ever hired. And you’re anxious to get them trained and “on the street!”
So, what’s your sales training agenda look like? Like most firms, you’ll focus on all of the different services they will be selling… making sure they know exactly what you do. That’s a good start, but you’re missing a lot. Make sure to include these critical topics as you’re putting your training agenda together…Continue Reading
July 12, 2016
Summertime is often a slow time for businesses, in general… and for sales efforts, in particular. Clients and prospects are on vacation, their business is slow so they’re not in the buying mood, there are very few conferences and networking events scheduled this time of year and so on. So, what’s a sales rep to do, especially if they still have sales goals to achieve?
Below are three ideas to help minimize the summer doldrums and stir up some sales action…Continue Reading
May 10, 2016
Every day, I receive emails from [pitiful, desperate, etc.] salespeople trying to sell me something. And as someone who has spent the better part of his 30-year career in sales and marketing, I can tell you that not only do these aggressive, high-pressure emails rarely work, they are generally so badly constructed and delivered that they have almost no chance of working.
So, for all of you salespeople – and more importantly, for your managers and business owners who just don’t have a clue – let me give you some guidelines for improving your chance of success when selling with email…Continue Reading
June 24, 2015
Marketing & sales – and the results they produce – are important to everyone in a firm… but perhaps to no one more so than the owners and senior leaders of those firms… those who have P&L responsibility and who are charged with the growth and sustainability of those businesses.
To get an inside look at how marketing & sales are viewed inside the “C Suite,” we interviewed the leaders of five very well-known, highly-regarded firms in our industry. We think their perspective will be helpful to those struggling with marketing & sales in their firms.Continue Reading