The care and feeding of leads

Last weekend, we did a little shopping for a “large recreational purchase”. We hadn’t shopped in this market before, so you wouldn’t have been surprised that I would have my radar fully unfurled to analyze all pieces of the process. While I can’t say that I was blown away, I also wasn’t substantially disappointed. Let’s talk […]

The sales that hide from you

How do you know when a lead is no longer interested in buying? How do you know when they are ready to buy? What signals do you detect that signal a buy is imminent or that the prospect has at least decided but isn’t ready to order? Certainly we know when they’re ready if they […]

Everyone can sell – and they should

This past weekend, the Mrs and I went out looking for a gym. It turned into a lesson in sales and sales prevention. We had three options: A family-oriented place near our grandkids’ house, a place within walking distance and a place within a few minutes drive, even during our very brief rush hour (which […]

How to make a good upsell

Thanks to cloud services, my hardware needs have shrunk substantially in recent years. This makes it easy to pace and plan hardware upgrades for what little hardware I have left. However, reality sometimes gets in the way. Yesterday, my wife’s laptop died so I had to take immediate action. It was a lesson in fulfillment, point […]

Selling to everyone

Selling isn’t about the shine; it’s about what happens when the shine has worn off. Will your (or your clients’) management will think positively of you a year from now because of an investment you championed? They’d better. Sales calls: How they react What’s your reaction when a salesperson calls? Are there any salespeople who stand […]

ROI: Why they don’t take your call

These days, it isn’t about the shine; it’s about what happens when the shine wears off. Will your business owner clients think positively of you a year from now because of an investment you championed? They’d better. Without buy in from everyone involved, resistance is the best you can expect the next time you visit. As for […]

Where does new business hide?

In every town, there’s a place where new business hides. If you can’t find its hiding place, your business is likely to struggle. Most of the time, that struggle is rooted in the inability to dependably produce predictable, month to month revenue. Without predictable month to month revenue, businesses close, scale down or at the […]

Can you predict future revenue?

Lightning arrives before thunder. In the book, “The Go-Giver”, Bob Burg uses thunder and lightning to illustrate the before/after of delivering value and receiving revenue. It’s a good analogy to explain that relationship – particularly for first-time clientele. There’s another revenue relationship that you need to have under control: You should generally be able to […]

The kind of salesperson they LOVE to hear from

photo credit: papalars When you talk to your customers about their business, do they ever respond “Wow, I didn’t know that” or “Really?” Does your sales and marketing process provoke your prospects with questions they have to think about? Or does it simply say “Look at us! Look at us!” Far fewer spend their energy […]

Stop worrying about your commissions

photo credit: 401(K) 2013 Recently I was doing a little business with a large Microsoft distributor – a sale that required a license agreement. Initially, the deal couldn’t be finalized because I use a PO Box for my business address. Trouble is, they “don’t allow” license agreements with a business that uses a PO Box. […]