Email Marketing for Sales Teams – Best Practices

Email Marketing for Sales Teams - Best Practices

All email marketing is not the same.  The most effective emails are those that are created with a very specific purpose and a very targeted audience in mind.  Small and medium sized businesses often miss the mark with email marketing.  Of course, so do the big guys.  The causes are common, easy to identify and … Continue reading

The Oldest Profession in the World

Quotes on Sales - Oldest Profession

Somewhere early in my sales training, I heard someone say that sales is the oldest profession in the world.  Of course, there is that “other profession” that gets the title of oldest more commonly. However, if you really think about it, sales is really the art of persuasion and that has been around as long … Continue reading

Is It Over? How to fire a prospect in an email.

Mrs Prospect, You're Fired

The concept of “firing” a prospect comes as surprising to a lot of salespeople, but often the best way to move forward with a prospect is to let them go. Prospects expect salespeople to “chase” them, so they assume you’ll keep calling and be there when they’re ready.  Not very courteous but, very common!  Here’s … Continue reading

I Don’t Need No Stinkin’ CRM

Don't Like CRM

…. Or Why Your Sales VP Just Quit It happens every day.  A growing business hires a sales leader from outside to “take us to the next level”.  The new guy or girl walks through the door ready to share their experience.  That’s a big part of why they were hired.  The business’ leadership is … Continue reading

Social CRM, SalesNexus and FullContact

Social CRM

SalesNexus, a well-established online CRM, email marketing, and lead generation provider, offers numerous features that allow users to get the most out of their sales CRM.  Not only does SalesNexus offer a solution to those who could use a tool for email marketing, marketing automation, lead generation and sales team management, but also allows complete … Continue reading

Actionable Sales Dashboards in Your CRM

Sales Dashboards

You need your sales dashboard to give you instant intelligence about what’s happening with your customers, your sales team and in your sales pipeline. Pretty graphs of generic things like how many meetings got held are nice but, you need more. To know if a salesperson is focused in the right places, you need to … Continue reading

Open Letter to My Sales Manager

Open Letter to Sales Manager

Dear Sales Manager, First, thank you for the opportunity to work here!  I’m excited about this new opportunity for me to contribute to a great company, help customers achieve their goals and earn a significant income! I know you’re very busy managing customers and the rest of your sales team.  I recognize that your priority … Continue reading

What’s Your Passion?

What's Your Passion

What’s your passion? Such a simple question but, very difficult for many of us to answer. It wasn’t until recently that I realized my own… am I’m not a young man 🙂 I’ve had the opportunity to mentor college students in the last few years and it’s really been striking how much trouble they have … Continue reading

How to Qualify Sales Leads

Qualify Sales Leads

Are all sales leads created equally? Do your salespeople treat them that way? When you have a consistent criteria to define a qualified leads, sales results increase.  Your salespeople can focus their time on the opportunities most likely to yield revenue in the near term and still maintain appropriate “nurturing” of the rest. This short … Continue reading

Easy Steps to Start Nurturing Leads

Your spending a lot of time and money generating leads and only a small percentage turn into customers initially. 79% of new leads are not ready to purchase yet.  Can you stay in touch with them for weeks, months or even years as they go through their own buying process? Lead Nurturing consistently yields 15 … Continue reading