When it comes to customer needs, are you meeting them? Or, better yet, do you even know what your customers want and need in the first place? Understanding our customers can be tough and tricky. And just when we think we’ve got our customer needs down, something changes. Suddenly, we’re back to square one. If [...]
An important part of growing your business is building a base of loyal customers. You need clients who keep buying your products and services, making referrals, and providing testimonials. Here are 4 ways you can build loyal customers for your firm. Develop a communication plan. Clients value communication, and to build loyalty, you need to [...]
Coming up with marketing ideas can be hard. And even when you have a list of marketing ideas, it can be difficult to decide which ones to prioritize. While your marketing team has the most expertise in making these decisions, don’t forget to check with sales. Here are 3 kinds of marketing ideas you could [...]
When I’m speaking with prospective clients, one of the best questions they can ask me is “What would cause this program to fail?” It shows me that they’re invested in making things work and really thinking about how to implement our sales growth program. I typically respond with some specific things we’ve noticed as the [...]
If your team doesn’t know what they’re doing wrong, how can they fix it?
When building my sales team from scratch, I stumbled upon plenty of obstacles. Read on to see how I overcame them. Once upon a time, I was a Sales Trainer and Advisor at Criteria for Success. After relocating to Orlando, Florida (I know you instantly thought of mouse ears) I now run a sales team [...]
Social media is not only changing the way we communicate and live, but social media in sales is changing the way we do our jobs. Social Media is an ever changing landscape in the twenty first century. Every day new forms of social media are popping up out of seemingly thin air. The vast majority [...]
I know each of you who is involved with lead generation or phone sales is concerned with your numbers and metrics (call conversion, benchmarks, etc.). It’s unfortunate that your mentors and managers cannot give you advice after every call you handle; however, there is something that you can do to coach yourself: reviewing your calls [...]