We're getting business in, but I wonder how much more we leave on the table. We could be in the field more to drive training with sales reps and managers. We're struggling to put together a sales rep training manual...
Building a sales plan is new to us. We’ve never made a planned out way to get leads and work leads. What should we use as a template? How can we make sure the plan works? Thoughts of the Day:...
We have some things in the pipeline, but not what we need to meet our goals; not knowing where the sales goals are going to come from just gnaws at me. What does building a sales pipeline mean? Thoughts of...
We're having trouble with commercial sales. As a successful small construction business, we’ve had a strong residential client base for a long time. Now we’re trying to diversify by getting into the commercial and light industrial sales. We’re finding...
Can’t give you specific numbers on what’s in our sales pipeline. Don’t know how that relates to what we need for business in order to be healthy. Seems too complicated to try and put it all together. Thoughts of the...
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...
Ask Andi: It’s difficult to ask for sales referrals. I feel that people should refer my company’s services because they want to, not because I’m asking them to. I find it hard to ask for a favor, which is what...
Ask Andi: How do we make marketing work? Other companies get business from their efforts. What can we do better? Thoughts of the Day: Build a plan. Make it stick. Position your company. Solve customer problems. Be there when they...