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profit
the Biggest Problem Holding Back Small Business Sales Teams
Our clients are usually classified as “Small Business” – though I absolutely DESPISE that term. The US economy is POWERED by Small Business! In fact, as of the last census (2010), Small Businesses make up to 99.7% of Employer Firms in this country (a “Small Business” is defined as having less than 500 employees). Yeah...
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Push back to this common buyer Objection
It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word. “Naive” maybe? Of course, they already use someone else. Their need doesn’t usually fall into YOUR lap unless you’re strictly an inbound rep responding to inquiries or leads – which...
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talking about Capabilities instead of Differences is killing your sales and profit margin
Let’s talk about your sales and profit margins. How effective do you think your Sales and/or Marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If you don’t know your conversion...
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Cash Flow Crisis_Small Business_Sales Process_Sales Strategy_Stop Winging It
You can say it in many ways. You can define it in many terms – from the technical to blunt: CASH FLOW is KING for small business. The ability to survive and the opportunity to thrive for a small business both hinge on access to available cash. Surviving means you have the necessary cash to...
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Featured-10-get-dirty-rules-for-sales-success
In getting to the business “promise land” – profit and growth, success isn’t always a perfectly pristine theory translated into a formula. Success is tough and dirty work, sometimes even ugly. This week, I had to share a fascinating series of books {and short but insightful blogs} by Roy Osing: BE DiFFERENT or be dead...
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It’s financially detrimental when you make “Sales” an afterthought in your business.
I’ve heard every conceivable combination of titles and explanations that dance around the inevitable conclusion that a person is SELLING something. Give me a title, a business, any role, and I can tell you what they are selling: HR Director—Sells employee buy in, job satisfaction, order and processes Nail Artist—Sells unique self expression, personal style...
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One of the most amazing benefits Technology has delivered to consumers is the function of “immediacy” and the ability to make purchases, decisions and changes in an instant. I can buy movie tickets, stream a movie, transfer money, pay bills, post a blog, ship artwork, meet colleagues, collaborate on a presentation, host a webinar and...
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