Building a sales team means increasing the number of people we have calling on potential business opportunities. Unfortunately, we can’t get people to come in to interview for sales positions. How are we going to grow if we can’t...
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 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...
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...
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...
The part of sales management I struggle with is tracking and getting control of what we should be doing. For all intents and purposes, forecasting is non-existent, finger in the wind, seat of the pants, coin flip. 5 proposals jumped...
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...
Ask Andi: We lost a big client account - now what? The loss of revenue is hurting us. It’s tough keeping business flowing in an upward trend. I know we’re supposed to grow sales, but I don’t know how we’re...