Archive | Sales

Do You Really Have a Sales Process?

It’s a yes or no question, but many owners find it difficult to answer this question. “Yes, but it isn’t written” or “No, but our salespeople are so great, we don’t need one.” Having a sales process in place makes it much easier for sales managers and salespeople to work effectively. Selling is a complex process, […]

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The Lead Generation Equation

It’s important to think of lead generation as a starting point for ongoing relationships. This is where business owners so often go wrong–they get the lead and then they never follow up. Many owners give this critical first step short shrift. Lead generation is formulaic: Value received + Value promised > Investment + Information Leads […]

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Improving Sales

Everyone has a an eye to improving sales. Here are Capitalize on Present Customers This is by far the most cost-effective way to increase sales. You don’t have to waste time, money, and energy educating them about your company–they already know about your products and services. These existing clients need a reminder. Inform them of […]

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