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....
Ask Andi: I struggle when setting goals and prioritizing short and long-term. When one gets our attention we get it back on track. But it's at the expense of the other one. I fear employees will get discouraged if they...
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...
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: 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: Business dealmaking needs sharpening. Deals we thought were in the bag have suddenly been put on hold. Sales are flying out the window. We have to turn things around. Or next quarter could be really ugly. How are...
Ask Andi: How do you set business goals and track follow-through? Thoughts of the Day: Set business goals. Follow a process. Make goals challenging. Be specific. Brain dump. Create a list of unedited material. Then edit it. Work with others...
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: 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...