Sales Strategies Archives

How to Make Your Sales Team More Productive, Part 1

By SmallBizClub | Oct 20, 2015

Increasing competition in the retail market, both offline and online, makes it necessary for small business enterprises to enhance both the productivity and efficiency of their sales team. The following tips can help to make your sales team productive and enhance their performance. Set SMART goals At the beginning of the month, set up goals…

What Stops Customers from Buying?

By Jerry Osteryoung | Oct 19, 2015

No sale is really complete until the product is worn out, and the customer is satisfied. ~L.L. Bean The key to running any business is having customers who want to buy your goods. Convincing a customer they not only want your goods but need them is critical to the sales process. In order to create…

The “Competitor” Question

By Dave Brock | Sep 3, 2015

It happened again this morning. I was doing a review with a sales person. It was a very important call, we were discussing the customers’ attitudes, views, priorities, and so forth. I asked, what competition are they looking at, what do they think of them? There was a momentary pause on the phone. The sales…

Proven Strategies for Boosting Sales with Powerful Customer Testimonies

By Susan Solovic | Jun 16, 2015

Testimonials on your homepage and landing pages are perhaps the most magical elixir you have to turn prospects into customers. Keep a long list of good comments and consistently add to it.

“Fix the Sales Problem!”

By Dave Brock | Jun 8, 2015

Revenue growth and revenue generation is dependent on the company’s ability to identify and target new markets for existing solutions, developing new solutions for existing customers.

Stop Heroic Sales Efforts!

By Dave Brock | May 21, 2015

We’ve each seen Heroic Sales Efforts. They’re something to behold and, for a few moments, to revel in. The problem is, heroic sales efforts aren’t scalable!

Is It Your Sales Process?

By Dave Brock | May 7, 2015

Most organizations I work with have a sales process. But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.

Bad Commission Plans Drive Bad Sales Behaviors

By Dave Brock | Mar 9, 2015

I’ve been at the periphery of a number of discussions about commissions and sales. Usually, they are very polarized discussions, with people on each side taking extreme positions, neither providing useful or data based arguments, neither listening to each other and each reinforcing the others’ positions.

How to Win Back Former Customers

By YEC | Mar 6, 2015

Do you remember the children’s song “Make New Friends, but Keep the Old?” Unfortunately many businesses do not, and instead are singularly focused on finding as many new customers as possible.

The Product-Focused Company

By Dave Brock | Mar 2, 2015

Organizing by product lines is a very common business strategy. There’s some great power to this, but if we inflict our organizational structure on the customer, making it hard for them to buy, they’ll always default to the easy to buy choice.