Ask Andi: We need more sales – more clients, more business. I'm confident in helping customers. But not confident in making sales. Most clients now come through referrals and networks. Prospect calls are a very different process. How do we...
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: 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: How do we get more sales over the phone? Our salespeople network without any certainty that they will meet someone who fits our target criteria. I'd like them to save energy by working the phones. They complain that...
Ask Andi: When recruiting, potential salespeople run when they learn they'll integrate lead generation with sales. I only have a couple of people on sales who make enough daily calls. The rest slack off or live in the hope they’ll...
Ask Andi: A reality sales check is needed. One exaggerates accomplishments. He tells stories about what he's done instead of getting more leads. Another's estimates are overly enthusiastic about what she can realistically close. She works hard but gets down...
Ask Andi: What is a dynamic salesforce? As an owner, I bring in most of the company's sales. And spend a lot of time training salespeople. Eventually, they will produce sales, but right now I'm spread thin. I fear we...
Ask Andi: Accurately forecasting sales is tough. Sales recently had 4 out of 6 deals fall apart. What concerns me is that we had put a very high close ratio on all 6. Our estimates were each had an 80%...
We have several teams in our company. Each team leader is responsible for bringing in business for their team. Each team does its own lead follow up. Most of us don't put much information about sales activity down on paper....