Blog:

The Competitive Advantage

tag: sales management

April 20, 2021

Why Former Clients Are So Important

One of the on-boarding activities that we do with all new clients is to take a look back at their business for the past five years. And one of the things we inevitably see – and our clients seem to have forgotten – is the large number of former or lapsed clients. [Or maybe they remember, but just don’t like to be reminded of it.]

What’s really interesting about these former clients is that they stay former. That is, it’s extremely rare to see any of them come back into the ‘current client’ category.

I think this happens for three reasons…

Continue Reading

April 13, 2021

Stop Using Lousy Salespeople… They’re Killin’ You!

This morning, I participated in a Zoom chat with the senior team from one of our clients… there were five of them on the call. At one point, the CEO mentioned that he was receiving sales calls from this particular West Coast fieldwork firm. And before he could finish his comment, two of his colleagues jumped in with comments of their own.

One of them said, “They call me all the time.”

The other said, “They are ‘relentless!’” [And he didn’t mean that in a good way!]

Then the CEO chimed back in, “The kid calling me was obviously new at this… he was so bad that I almost felt sorry for him.”

Nothing was said about their professionalism, helpfulness, that they shared good information, that they had something new to talk about, etc. Just that they were selling hard and pretty bad at it.

Continue Reading

December 15, 2020

Selling is a Solo Act… But It’s Also a Team Sport

sales repIn the world of sales, connecting with a prospective buyer, establishing a relationship, building trust and then finally asking for the business is very much a 1-to-1 endeavor. It’s just the sales rep and the sales prospect.

But that doesn’t mean you can just send your reps out into the market and expect them to fend for themselves. Sadly, that’s the strategy used by far too many firms in our industry.

Continue Reading

December 8, 2020

Lead Nurturing for Seven Years? It’s True!

lead nurturingI first met with the founder of this particular MR services firm in early 2013. After his initial interest and a few phone calls, he said he was not ready to move forward.

A year later we reconnected… similar interest, a few more phone calls… same outcome.

And again, two years after that.

But now, it looks like it’s finally coming around and will actually happen. The interest, the need and the urgency are all higher than ever before. So, what happened? How did a sales prospect from 2013 finally come to pull the trigger (we think) more than seven years later?

Continue Reading

November 24, 2020

Generating Sales Leads is a Waste of Money… If You Don’t Follow-up

Sales leads are the lifeblood of any growing business. In the good ‘ol days… they came from networking at a conference, meeting visitors at your trade show booth and cold calling. Today, they come from hosting webinars, leveraging LinkedIn connections and creating downloadable gated content.

But here’s the problem (today and back then)… the vast majority of those sales leads are never followed-up on. It doesn’t matter if the guilty party is a full-time sales rep or a part-time seller-doer… this is where the sales process breaks down. Happens all the time! I don’t know if it’s because the sale rep gets lazy, gets distracted or gets busy.

Continue Reading

November 17, 2020

Your Sales & Marketing Focus Is All Wrong!

current clients

When you think about sales & marketing, what comes to mind? For most business people… it’s about acquiring new clients – about building awareness in the markets or industries they serve, then generating sales leads that lead to new business.

And that’s wrong!

The fact is, when you think about sales & marketing, your first priority – the primary focus of your strategies and planning – should be to maintain and grow your current client base.

Continue Reading

November 10, 2020

The Hardest Thing To Do When Selling

proof sourceWhether you’re a professional, full-time salesperson or a newly-minted seller-doer, it doesn’t take long for you to figure out that the hardest thing to do when selling is convincing a company to do business with you the very first time. That is, to acquire a brand-new client.

Think about it… first, you’re ‘stealing’ them from a competitor, one where they presumably have had a pretty good relationship for a period of time. And two, your sales pitch – by definition – is basically, “I know you’ve been working with my competitor for a long time and have a good relationship with them, but I want you to forget about that and take a chance with us… a company you have absolutely no history with!” OK, I’m exaggerating… but not by much.

Continue Reading

November 3, 2020

How to Define Sales Territories for Larger Sales Teams

sales territoriesI started my career as a technical sales rep for the DuPont Company (a long, long, long time ago). Back then, the de facto way of structuring a sales team was to give each sales rep his/her own territory. And those sales territories were almost always built around geography… whether the company was selling regionally, nationally or globally. It made it easy for ‘road warriors’ to visit a lot of clients and prospects on a single road trip.

But today, with so many geographically-dispersed companies working virtually – and so much selling being done by phone and on tools like Zoom™ – defining sales territories by geography is not your only option. It’s also likely not your best option.

Continue Reading

Search Site: