We have to make sure our business is set to grow and is scalable in every way. We don’t want to get stuck as we work to make progress growing the business. What are your recommendations to help us...
My partner is bogged down with estimates. We spend too much time estimating and the payoff is low. Without a detailed estimate, we don't know the job cost to quote to make a profit. We need to focus on...
When closing the sale, with many of our clients there isn’t urgency to act. We need to get some sales closed now. How do I get prospects to act sooner? THOUGHTS OF THE DAY: When closing the sale, help buyers...
We have a huge fear holding us back. We're afraid of losing clients. Sometimes it paralyzes us. We’re afraid to stand up to bullies. We don’t raise prices. We’re not clear which clients we really need. We’re unsure if complaints...
We have someone helping us with sales. He’s opening a lot of doors, but not closing much. We like him a lot and would like to see him succeed as a sales leader. What should we do? Thoughts of the...
We have an employee who we think, perhaps, is the wrong fit in sales. Or is it too early to tell? Should salespeople have more experience? (Fortunately, he’s doing well in account management.) What makes a good salesperson? THOUGHTS OF...
We have a fear of losing sales because we’re not getting back to prospects and clients fast enough. We want to be careful that the right person follows up, and that we give out accurate information. All of that falls...
Don’t know if my team can close the gap in sales that we need over the next several months. At least I’m worried about it now. But the real question is, what should I do about it. Thoughts of the...
If I haven’t learned anything else about managing sales, I’ve learned this: If you want people to help develop business, they have to have skin in the game. We’ve made mistakes along the way with how we’ve paid people for...