I know that before we can focus on closing sales, we have to button things up by putting leads on the table and keeping track of them. A couple of proposals and follow-ups slipped through the cracks recently, which has...
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...
We need to improve sales. One of our sales guys has a habit of not following through with customers. He does a great job opening doors. But he’s terrible at going back to ask for repeat business or referrals....
Trying to figure out a business strategy we can count on for sales this year. Struggling with optimistic estimates and timing. People get excited when they talk to new prospects, and we’ve lost our share of “sure winners” we were...
We’re not meeting sales goals or getting as much growth this year as needed. The goal was a conservative multiple of last year’s number. Our customers are mostly doing better this year than last, so I was pretty sure...
A surge in sales opportunities is opening up. More than we’ve seen in a long time. How do we prepare to handle the opportunities now offered to bid? If too many hit at once we could be in trouble....
Ask Andi: Our strategies to grow sales aren't working. As the business grows, I have less time to focus on sales. We need to close new business and fast. Help! Thoughts of the Day: Strategies to grow sales are...
"I’m concerned. My partner’s sole focus is on bringing in more sales and partnership opportunities. Some things just aren’t profitable enough and we might be better off without them. How can I get my message through?" Understanding what drives profit...
"We're in construction and cash flow is really stretched, making it so much harder to run the business and stay positive about what we're trying to accomplish. I'm tired of playing this game over and over, year after year."...