Understand Your Buyer Personas – and Take Your Sales to the Next Level

Understanding your buyer personas is the key to taking your sales to the next level! How well do you know your prospective customer? It’s no secret that one of the keys to a successful marketing strategy is understanding the people that you are marketing to. As the means we use to reach our customers become [...]

By | 2016-10-17T16:31:51+00:00 January 28th, 2016|Sales Success|1 Comment

How to Set Sales Goals: 7 Best Practices to Improve Sales Performance

As a sales manager, one way you can help your busy sales team be more productive and improve sales performance is to give them a set of best practices on how to set sales goals. Personally, I know that every time I set and review goals on a scheduled basis, all sorts of good things [...]

By | 2016-10-17T16:32:06+00:00 December 15th, 2015|Sales Leaders, Sales Success|0 Comments

How to Set Up the Perfect Sales Pipeline

One question we get from a lot of clients is how to set up the perfect sales pipeline. Many companies use percentages – “50% likely to close” or similar. The problem I find with this system is deals either happen or they don’t. They don’t 50% happen. Using a percentage system lets the salesperson apply [...]

By | 2016-10-17T16:34:27+00:00 June 11th, 2014|Sales Success|0 Comments

Building Your Pipeline of New Business Opportunities

Over the course of my professional career, much of my success, or lack thereof, has been determined by how well I’ve managed to leverage the credibility and lean on the influence of my innermost circle of contacts. It would be very difficult for me to quantify for you the variety of resources I’ve exhausted or [...]

By | 2016-10-20T15:27:18+00:00 June 27th, 2011|Sales Success|0 Comments

Sales Discipline: The Dieting of Selling

Sales discipline is no more than simply, a discipline.  Read on as I analyze the similarities of creating sales discipline and successfully dieting. Dieting Discipline I find that there are different degrees of discipline for losing weight effectively. For example, I can quite easily drop five pounds by doing nothing more than staying conscious of [...]

By | 2016-06-08T16:03:38+00:00 May 16th, 2011|Sales Success|0 Comments

The Three D’s of Selling

Selling is in no way an easy profession. Anyone in the field will tell you it requires dedication, determination, and discipline in order to succeed. Here’s a list of some of my favorite articles that I feel showcase those qualities. Sales: It’s the Small Steps that Count This is a great article by Ian Brodie [...]

By | 2016-10-17T16:36:42+00:00 May 13th, 2011|Sales Success|0 Comments

New Year New Me: Organizing With CRM

When you feel like you're boggled down by disorganized data, CRM is the answer. Yesterday was a cleaning day for CFS. We emptied drawers, boxes, and storage cabinets onto the conference table and were amazed at how much "stuff" we had. A cheap camera we forgot about buying, knick-knacks from clients and vendors, power cables [...]

By | 2016-10-17T16:37:44+00:00 December 17th, 2010|Sales Success|0 Comments

Focus Your Activity with CRM: Blast TO the Past!

One of my favorite ways to use CRM to focus prospecting and selling activity is to look back at old leads and opportunities. It’s amazing how often we forget about them! Think about it – would you rather introduce yourself, your company, and your products and services to a new person who’s never heard of [...]

By | 2016-10-17T16:38:10+00:00 October 22nd, 2010|Sales Success|0 Comments