Published December 9, 2011 | 
It almost seems inevitable. It happens all too often. When push comes to shove and the sales person or manager has some leeway, sales are slow, and pressure to produce is high, then decisions are often made to cut the profit margin just to get the sale. I have been there, and wore that T-shirt! In fact, I have seen cases over the years where profit is totally given away to get the sale.
Published December 9, 2011 | Would you really like to grow your business? Would you really like to increase top line revenue and bottom line profits? Are you serious about it? If so, “connecting” IS the key to phenomenal business growth. In mid year 2005 we started our business and in less than two years we had become a national financial business solutions company. Did everyone know about us? No! Were we a household name? No! But we had clients/customers from coast to coast and border to border. We were indeed national in scope. In fact, we had more clients/customers nationwide than we had within a 100 mile radius of our corporate offices.
Published December 9, 2011 | Work on keeping people in your pipeline of contacts and prospects EVERY DAY: Salespeople tend to go in spurts and forget that when someone is ready to buy or subsequently does buy, they need to be replaced with either a prospect who is getting ready or who is ready to make a decision. Do not waste your time and effort on those who are disinterested in your product or presently satisfied. Keep them in a satisfied file or category and check with them every three to six months, or as your company’s buying cycle dictates. On the other hand, do not spend extra time with leads who are satisfied with your competition. Instead replace those that buy by always prospecting for the dissatisfied or getting ready prospects. If you are a salesperson you already know this. However, here is the problem. You may know you should, but you may not consistently work on your pipeline EVERYDAY.