Taking sales to the next level like we had a couple years ago are not going to happen again. Everyone agrees that we’ve already hit the high-water mark. We never had much of a sales organization. We just got calls...
We didn't delegate sales, so better customers trust anyone but us. Few of our employees deal with clients. We wanted to be sure customers get the answers they needed right. We also wanted to be sure that customers wouldn’t follow...
We haven’t had good luck building up sales by turning things over to salespeople. We give them leads they don’t turn into business. Later on, we find they didn’t follow up on the leads. Or they followed up but couldn’t...
Our salesperson isn't value selling but rather pitching products. He likes to discount add-on services, which are a big profit margin for us. He’s told some clients we would do it at cost. We need to fix this now. He’s...
Beat competitors? We are absolutely getting beat out on jobs. Even with referrals, we are losing bids to a competitor who is doing shoddy work. They're making mistakes on estimating, installing the wrong materials. And billing clients for significant upcharges....
SalsWhen it comes to selling, I’m figuring out that I have to think like a sales detective and not a typical salesperson. Do you have any suggestions on how to best do that? THOUGHTS OF THE DAY: Decide on who...
Our sales priority is hiring a salesperson right away. It's really hurting us not having one. Why didn’t I replace our main sales guy when he left last year? Why am I struggling to do so now? Thoughts of the...
Our request for proposal RFPs are rough. Our response needs improvement. It's not our forte. We’re seeing more and more of them. We want to get in on the action. How do we start winning a fair share? Thoughts...
I"m growing the business but is it worth it? It feels like bigger isn’t always better or more profitable. Bigger means more employees, issues, headaches, complexity, cost, and more risk. Who needs that! Thoughts of the Day: You are...