Make Your Database Sales Ready
“You are only as good as your data.” Nowhere is this phrase truer than in sales. Should you take the time to organize your database? Will the effort be worth it? In short: you can’t afford not to! Whether you are trying to leverage the efforts of an experienced sales rep or set a new […]
Trade Shows: More than just a fancy booth
You have a pull-up banner, logoed apparel, and snazzy promotional products. Business cards and brochures are printed, and your booth backdrop is packed and ready to be shipped to the convention center. You’re all set for the trade show, right? Not quite yet! None of these items will guarantee a successful outcome — customers! — […]
Breaking Up with a Client
Happy 2018! January offers a fresh start, a time when we make resolutions to do better, to be better. It’s also an opportunity to take stock of your business by asking three “W” questions: WHAT: Are we doing the work we want to/should be doing? WHO: Are we working for the right customer? WHY: Is […]
Measuring the Hunch
Intuition is a powerful tool in a business setting. Sometimes, a situation just “feels” right (or wrong) and it makes sense to trust our instincts. However, relying on hunches shouldn’t be the basis for your sales strategy. But what if you could measure those hunches? What if you could take a feeling and turn it […]
How Much Money Is In Your Pipeline?
Do you know? Can you quantify what’s in there? Can you reasonably estimate the likelihood of close and the time it will take to get there? A client had with a tall order to nearly double revenue during a specified period of time. My question: “What’s in the pipeline?” Their answer, “I don’t know”. How […]
What to Include in your Business Development Report
Here’s a list of measurable items that belong in a weekly business development report: 1. Number of calls/emails or companies pursued: In some instances, you are pursuing multiple individuals inside a company which may impact the number of companies pursued because you’re digging deep inside an organization. 2. Number of qualifications made each week: This […]
