November/December Tip of the Month

Having Trouble Closing Sales?
More importantly, do you quote not knowing if you are likely going to win?
(Note: I understand some of you are in the RFP world, which is a different beast).
Read this article to get great tips on when and how to quote!

Click Here to Read

Let’s close some sales before the holidays.

October Tip of the Month

I often get asked … “what metrics should I measure my sales reps against?”

While every business is different, here are 5 core metrics to consider (beyond closed/won sales):

• Pipeline
• Pipeline accuracy
• Self-generated opportunities (vs those from marketing)
• % of pipeline newly created this month
•  Close ratio

September Tip of the Month

With the Fall season starting up, the trade show & event season is also now getting going.  That means more leads.

So … how should you follow up these leads to ensure you maximize your return?  Click here to read how.

August Tip of the Month

Question: If you invest marketing $$$ to generate a lot of leads (website, trade shows, events), who should be following these leads up?

Answer: Sales people want to follow up every lead but in reality, their personality, focus, $$ motivation & priorities, often leave leads getting a quick call or email and nothing else. Most die. Instead, have an Inside role (called a Business Development Rep) to follow up, qualify, nurture, educate and then hand over the leads when “ready”. That could be a week or a year.

July Tip of the Month

Remember that people are disorganized, don’t like to say no and like other people to lead (takes work off their plate), so LEAD!