Ask Andi: Our salespeople are too comfortable. A productive sales force is key to our future success. It’s time to get them in gear. How do we measure sales performance? Thoughts of the Day: There are two types of comfortable...
Ask Andi: We need to start planning. We react to day-to-day issues, instead of looking ahead. We create problems by not fixing them. Can you help us stick to top priorities? Thoughts of the Day: Stop reacting, start planning. Identify...
Ask Andi: I’m trying to build a tip-top sales team. One is not a tiger at prospecting. Another only call existing contacts and referrals. Others leave networking events without exchanging business cards. We need more qualified leads. Trial and error...
Ask Andi: We almost missed out on a trade show that our clients and competitors attend. However, we didn't set ourselves apart very well. Now that spring shows are upon us, how do we better represent our firm? Thoughts of...
Ask Andi: We lack a force to increase sales. We submit bids, yet the project is awarded to the lowest bidder. How do we attract buyers' attention? Should there be more to sales? Or am I smart to keep things...
Ask Andi: We need more efficient estimating. Potential customers do their homework on what things cost. Once they get our estimate, they use it to price shop competitors. How do we close more on-the-spot sales and reduce the chances prospects...
Ask Andi: With business forecasting, how accurate can we be? We have short lead times on many of our projects, which makes it hard to predict way into the future. We did well with sales in the first half of...
Ask Andi: We haven't given neighborhood prospects a good enough try. We're working in locally but no one knows we're there but our customer. Others might be interested in the work we're doing, but I don't want to be intrusive....
We squeaked by with sales in April and May, and I don't want to be here again. Had we not closed a couple pieces of business, it would have been a different, and difficult story. We need to be confidently...