"What can I do to prepare my salespeople to perform exceptionally as the market begins to recover? The salespeople I have are good. However, I find they are not always the most organized nor are they the best at reporting...
"What kind of growth rate should my company shoot for this year? It's been up and down over the past few years. How can I get more control?" There are things the business owner can do to hit an optimum...
"My prospects want to do business with me but have tight budgets. They're not asking me to cut prices. Instead they want help justifying what it is we're trying to sell them. How do I do that?" There's few things...
"Our sales process needs beefing up. We are talking to lots of people, but not getting far enough in the conversation in many cases. We're not closing enough, and we're wasting time, energy and money. When I ask my people...
"I'm figuring out my forecast for this year, and beyond. My business sells a few million in services each year, and we're hoping to hold our own, or be slightly up this year. Any hints on what to do in...
"I have run into a lot of objections to purchasing my service. Some I'm sure are just stalls. Here are a few: different departments can't agree, buyer doesn't see it as urgent enough to act, not enough money, there's another...
"I have to get sales going, and I'm not sure what to do. I have one sales person, plus myself. This person has sold in the past, isn't selling as much now, which puts the burden more on me to...
"This year the fourth quarter seems especially challenging. We have a handle on accounts receivable, our margins are decent to good. And we have some money in the bank. It seems like focusing on sales is what I need to...
"We do a lot of sales between September and year end. And that sets up the new year for us, so it's critical we do well in this period. I feel like our sales approach is getting stale. Any suggestions...