Sales

Does writing sales letter have a secret? After all sales copy must be designed to sale and no more, no less. This discourse is about the secret psychology of sales copywriting. In fact, it is not really a secret–or maybe an open secret. First, you must understand the psychology of […]

Field Sales Leaders generally have multiple responsibilities, each one competing for the manager’s time; Revenue – overall production, margins, pipeline and making joint sales calls. Predictability – forecast, CRM adoption and usage. Cost of Sales – time utilization, resource application, pursuit costs. Sales Development – quota attainment, turnover ratio, ramp […]

In this interview with Richard we discuss a Machine Company. I ask Richard: How were you introduced?  How did you get them as a client? He responds that, Dakota Machine came through an MEP (Manufacturing Extension Partnership).  Richard had discovered them when they came to a workshop he had. He followed up with a complimentary consultation for them and closed […]

Have you ever heard of the Sales Continuum? Do you know when a customer is truly sold? There are four stages to the Sales Continuum: you tell them, you sell them, they tell you and they sell you. Hitting each of these stages during the sales process can help you […]

B2B insurance sales can be a difficult endeavor even with a relatively eager agency prospect. There is a budget approval process including a CFO review, buy in from key team members, the coordination of schedules, legal review and finally getting pen to paper. These are just some of the many […]

 For many entrepreneurs, starting a small business is the easy part. The work really begins when trying to find new customers to purchase your products and/ or services. However, you’ll never realize until you’re in it: direct prospecting and indirect prospecting is challenging, but vital to your success. After all, […]

You may be familiar with Arthur “Red” Motley’s quote, “Nothing happens until somebody sells something!” Leaving aside the extent to which Motley’s perspective might or might not be true, effectively managing the sales process and maintaining a path of steady revenue growth are every-day objectives within organizations of all types […]

The success of an online business is dependent on its sales growth strategy. This is because online businesses need to generate traffic towards their ecommerce stores in order for growth to take place. With the increasing trend of online stores and businesses, customers are presented with numerous purchasing options. Therefore, […]