Tag Archives: closing new business
Three Strategies for Optimizing the Performance of Your Sales Team
The days of easy sales are probably gone for good. This is certainly bad news for organizations that haven’t taken a proactive approach to sales. However, for those that have invested in optimizing the performance of their sales team, opportunities are plentiful and customers are buying. Do your salespeople have the tools they need to […]
Are You Frozen?
When business is slow we are all like deer on a dark and windy road. Some of us see approaching headlights and instinctively know to leap into the woods. Unfortunately, others of us freeze. Unable to go left or right; we think that wherever we leap to will be worse than our current position. I […]
Why “Being Different” is Better than “Being Better”
Time is on Your Side…NOT
It’s 2016 and one month is gone already. Many of us started the year with aggressive sales goals and at this juncture – one month in – I need to ask you, “how are things going?” I’m not expecting that a significant amount of new business could be closed in just these 4 weeks but […]
A Salesperson’s Lament: Will You Love Me In The Morning?
We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, […]
It’s Not Too Late to Bring in Business for 2015
Yep, the year is winding down and we’re in that all-important fourth quarter in which you will either achieve your sales goals for the year…or not. With that in mind, it’s not too late to secure some of the business that’s in your sales pipeline as well as plant those all-important seeds for 2016. Here’s […]
Love the One You’re With
Many businesses work so very hard to bring in a constant flow of new customers that they forget about their current customers. I don’t mean the top 5 or 10% from which we all derive a large percentage of our revenue. I’m talking about the lower and middle rung accounts for whom we do some […]
Marketing Can’t Make the Sale!
From my good friend and incredible marketing guru, Geri Mazur. See my note at the end:) I spent Fourth of July weekend at a friend’s house in upstate NY. It was really beautiful. Green. Peaceful. On Saturday it rained and so I found myself sitting at the kitchen table writing. My friend was prepping for […]
Shut Up and Dance With Me
Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to say shut up and dance with me. That might work when you want to find your next dancing partner but as for getting your next new client, having an existing client expand their business, reactivating […]