Sales Process

  Every business owner, entrepreneur, and salesperson I talk to is always looking for more leads. I get it; if you want to make more money, you need more people to talk to. But sadly, most businesses don’t actually need more leads. They need better sales processes. Here’s the thing; most businesses wouldn’t see any […]

  One thing that all salespeople can agree on is that having a deep pipeline lessens some pressure. But that’s also part of the problem because, and I hate to say this, it can lead to laziness. That’s why managing the sales pipeline is always important, no matter your current situation. It’s easy to forget

  Making plans and sticking to them may not sound sexy. But the consistent results and success you get when you trust your process are sexier than struggling. Sure, winging it sounds fun, especially for risk-takers. But if you are running a business, is the risk worth it?   Trust Your Process (even when things

  Have you ever heard the phrase, “sales are made in the follow-up” or something like that? *sigh* Yes, follow-up is important, but it’s not a crutch. That’s why you need to know how to follow up with prospects the right way and when to do it. Believe it or not, there is a right

  A sales team’s customer relationship manager is its lifeline. It lets them know where they are, what they need to do, and how to improve. But it’s not just for them. The CRM is for sales managers, too. Being a sales leader isn’t easy. There are numerous things they have to think about and

  Working with customer relationship management tools, people often ask me how to choose a CRM system for their sales team. It’s understandable, as there are numerous options out there. Possibly too many. That’s overwhelming for just about anybody. But if you don’t work in the world of CRM solutions, data collecting, or process development,

  You’re probably wondering why we’ve never written about the benefits of a CRM system before. I mean, it’s right there on our homepage: “Process and tech (your CRM) are the keys to repeatable sales results.” The thing is, I’ve been using them for so long that I always assume our clients (and every other sales

  How much does it hurt to see the work you’ve put into a proposal go completely wasted? It’s okay, we know. It hurts a lot. But presenting business proposals doesn’t have to break our hearts when we do it the right way. As good as it might feel, burning bridges or raging at the gods

  Let’s face it, none of us close every deal. The world isn’t always sunshine and rainbows, and even the best salespeople get turned down. But knowing how to respond when your prospect says no can make or break your entire sales career.   Why Prospects Say No   There are many reasons why a