Let’s face it, once you have a good customer it’s far easier to offer more to these customers than it is to find new ones. Make sure you are making the most of relationships you have first. To begin, we need to know who our best customers are: 1. Look at your top 20% customers. […]
Category Archives: SALES
24
Jul
Jul
It doesn’t seem to matter how much experience we have, each day we can find ourselves faced with issues that can make us wonder “How could I possibly have gotten this so wrong?” I recall once hearing the saying “Every day is a school day”, and that has resonated with me ever since. In this […]
21
Jul
Jul
What is a sales pipeline, again? Sales Pipeline, or more simply put, your sales target list. Is a snapshot of where prospects are in the sales process and how close they are to buying. This is maintained in an Excel document or a CRM. See the 1st July article here for Tips on how to […]
01
Jul
Jul
63% of respondents say that their companies do a bad job of managing their sales pipelines, which shows that there is massive room for improvement. What is a sales pipeline? A snapshot of where prospects are in the sales process and how close they are to buying. Showing how many deals salespeople are expected to […]
15
Apr
Apr
Not many of us have the advantage of this type of conversation starter at a professional gathering. This month we’ll explore how you too can respond well to that question: “So, what do you do?” You’re not alone in how difficult a situation this is for so many people. Will I sound boring? Will I […]
28
Mar
Mar
For some standing out is important and others run for the hills, not for everyone. Standing out in business is different. For the majority getting noticed is a key priority. But yelling things people have heard before won’t get through. They’re tired of hearing it and switch off. People want stories that make them change […]
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