Selling a Service? Here’s How to Script Your Sales Plan

If your company is selling a service rather than a tangible product, chances are you’ve run up against some challenges. Some of the more common problems we’ve heard from our clients’ prospects and customers that are selling a service include: Lack of clarity – prospects don’t understand how the process works and don’t have a [...]

By | 2017-10-30T16:17:52+00:00 October 31st, 2017|Sales Leaders, Sales Success|0 Comments

Active Listening for Sales: Being a Good Listener Will Set You Apart

If you want to sell anything to anyone, it truly starts by being an excellent listener. Some call this active listening. Others, like Stephen Covey, author of The 7 Habits of High Effective People, refer to this type of listening as empathic listening. Active Listening for Sales Active listening is a form of listening that [...]

By | 2017-09-14T12:54:48+00:00 September 19th, 2017|Sales Success|0 Comments

Want to Grow Client Relationships? Use the Client Evolution Model

Developing strong client relationships is the backbone of your business. So, understanding how client relationships work, and the roles that sales and marketing both play, is extremely important. If you’ve chosen to create buyer personas for your business and have had your sales and marketing teams align on this initiative, then you’re off to a [...]

By | 2017-10-13T09:48:47+00:00 August 31st, 2017|Sales Leaders, Sales Success|0 Comments

Five Effective Tips to Enhance Customer Experience

Based on the 2016 Digital Marketing Trends Report, the most exciting opportunity for a business is customer experience. That comes as no surprise because businesses that implement successful customer experience strategies end up accomplishing higher customer satisfaction rates, reducing customer churn, and increasing revenues. By definition, customer experience is the series of interactions a customer [...]

By | 2017-04-24T13:23:12+00:00 April 26th, 2017|Sales Success|0 Comments

Relationship Building: Do You Have a Process?

Working on relationship building? Great! So are we! In fact, I recently wrote an article about relationship building with a quick tip on where to get started. Today’s article is part two. And this time, we’re going to dive into process. I know, I know—relationship building and process—it probably doesn’t sound very enticing. But I [...]

By | 2017-07-05T18:07:54+00:00 April 20th, 2017|Sales Leaders, Sales Success|4 Comments

How to Build Relationships in Business [and Life]

Wondering how to build relationships in business (and life)? You're not alone! Understanding how to build relationships isn't an easy feat, especially in business. In fact, it's the reason I recently wrote an eBook on the topic! The Relationship Process It is a common misconception that relationships are simply “natural” and that they progress without [...]

By | 2017-07-05T18:00:52+00:00 April 11th, 2017|Sales Leaders, Sales Success|0 Comments

How Your Sales Philosophy Helps Maintain a Client Relationship

Working to maintain a client relationship is an ongoing process. Where do you coach your salespeople to start? How do they continue to keep it healthy? How Your Sales Philosophy Helps Maintain a Client Relationship Read on for a few suggestions. Sales Presentations When your salespeople are giving their first presentation and forming a new [...]

By | 2017-07-12T13:37:47+00:00 March 9th, 2017|Sales Leaders|2 Comments

Relationship Management 101: Nurturing Your Biggest Fans

It’s the most wonderful time of the year: relationship management time! I know, I know. The term relationship management doesn’t sound very exciting. Having to “manage” relationships actually sounds like kind of a drag! I mean, relationships should be natural, right? Relationship Management 101 As I’ve gotten older, I’ve learned something funny about time: it [...]

By | 2017-07-13T14:02:08+00:00 December 15th, 2016|Sales Leaders, Sales Success|2 Comments