Lead Generation

Lead generation is the life blood of any sales team.  Both marketing and sales departments often are responsible for Lead Generation.  Find methods to grow and manage lead generation for consistent sales growth.

ACT! and Outlook are Holding Your Business Back

You’re a small business.  You’re lean and mean.  You can make your competition look like a bunch of chumps! Except… ACT! and Outlook are holding your business back from being everything that it can.   We’ve just posted a new report that includes: 4 Reasons ACT! and Outlook are not working for you 7 Easy … Continue reading

Out of touch, out of luck…

I’ve got a young family and so, I don’t get “out” like I used to…   Last week, I let an old college buddy talk me into meeting him out for a beer or two after work.   Didn’t spend too much time or have too much fun but, the topper was when I walked … Continue reading

Sell and serve your customers better by putting them in a bucket

That’s right, I said “put them in a bucket”… Of course, what I mean is to categorize them.  There are all kinds of potential markets and customers for your business out there.  You need to know which ones are the most profitable for you.  I call them “buckets”. You can only carry 2 or 3 … Continue reading

The “script” that gets results

In front of the customer, they’re instinctive…   But somehow, they’re tough to write down on a piece of paper.   Your qualification questions.  The questions you ask a prospect so that you understand they’re needs and what solutions you may have that they’ll see value in.   So you’re asking, why do I need … Continue reading

Making your horses drink the water

Sales wins customers and customer service keeps them.  Growing your business depends on both.  In recent posts, I’ve addressed how easy and profitable it can be to use an information system to beat the pants of your competitors at customer service and turn your sales reps into top performers by getting them just a little … Continue reading

Get more out of everything

Per my last post, I owe you an article on how to motivate your team to use an information system to improve sales, service and support effectiveness. However, I saw a post today that I just had to pass on. Yaro Starak‘s post about an article by Rich Schefren is a must read!   Improving … Continue reading

Stellar Customer Service is easier and less expensive than you think

You don’t have to be in the Fortune 500 to build superior stellar customer service into your business. In fact, when’s the last time you called a Fortune 500 company for service and came away impressed with the service you got? The big guys have the resources to do whatever they want but, their size … Continue reading

CRM can help you get organized to be successful

I hope its obvious but, to be sure its understood, I try not to use this blog to shamelessly promote SalesNexus’ CRM services, which is my day job. However, when the “godfather of modern networking”, Ivan Misner, lays the pitch up there, I just have to take a swing!   In his recent Entrepreneur.com article, the founder … Continue reading

In the 21st century, Put Offs Are Your Friend

A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To end the meeting and move on with his/her day. Examples: •”Send me your brochure and I’ll get back to you” •”Can you send me your basic price schedule to review?” … Continue reading