Keeping Track of Sales

Being in business requires that you keep great accounting records both for the IRS and general financial management. An equally critical tool is a good sales tracking system that monitors your sales activities and makes sure potential sales are not lost in the hustle of each day.
Read More

Dumbing Things Down Versus Radical Simplification

Our worlds are too complex; we seem to keep piling things onto everything we’ve done in the past. Too often, however, in response to this complexity and all the “tools” that have been put in place to manage it, instead of seeking simplification we dumb things down.
Read More

Moving Your Prospects to the Next Step

For most organizations, a sale is a multi-step, complicated process. So keep that in mind as you create your calls to action. You’ll have a lot more success getting people to take one baby step at a time. Just give them the steps.
Read More

Deal Value or Buyer Value?

Focusing on deal value colors our strategies and focus. However subtly, everything becomes “what we get from the deal.” But we get nothing unless the buyer gets superior value from our solution and chooses it. So deal value is meaningless unless we understand buyer value.
Read More

Don’t Confuse Buying and Selling!

Buyers and sellers are different sides of the same coin. Without each other, it is difficult to achieve our goals. Effective buying and selling has to be aligned to a common goal—driven by the customer. But we can’t confuse our roles.
Read More

Taking the Friction Out of Online Purchases

Internet retailers strive to reduce any “friction” associated with an online purchase, and small businesses should heed this with their incoming phone leads. In an industry rife with poor quality of service and antiquated technology, new virtual answering service companies, built on top of VOIP network with systems based in the cloud, are giving the smallest businesses high quality answering service and lead capturing capability—at prices not much higher than “virtual phone systems.”
Read More

Selling With Free Trials and Product Demos

One of the most popular ways to turn a prospect into a customer is offering a product demo or a limited-time free trial. What makes them such great ways to market your product or service to potential clients is that it lets them really interact with what you’re selling and experience first-hand what they would be getting. But which options are right for you?
Read More