Acquiring new business is the goal of every sales team. Yes, there is a sales process. Yes, there is your corporate culture’s “system.” Yes, there are sales tools, like your CRM system, from which your sales process is enabled . Just “what” that goal ends up looking like, however, can be extremely variable in spite of… [Continue Reading]
3 Tips for Innovative Customer Acquisition
Tell Me What to Do and I’ll Do It
Do any of you know anyone like that? Life is prescriptive for them. These folks feel compelled to follow a process – someone else’s magic formula. If they follow all the steps in the order prescribed, voila! They will be successful. If they follow all of the steps in the order prescribed and they don’t… [Continue Reading]
5 Strategies for becoming a Sales Expert
“The most successful people are the ones that become experts in their field. What measures can a salesperson take to become experts in their craft? Any ideas?” My colleague, Don F. Perkins of Mindmulch, posed this question to our Tribe the other day. And it’s a good question that needs to be asked. Constantly. My… [Continue Reading]
6 Strategies for Building Customer Loyalty When Renewing
I loved going to renewal accounts. We all “inherit” them as part of the “base” that companies start us off with, in the hopes that we will acquire new customers and build on this account base. As a newbie salesperson, you hope that you don’t encounter an earful about the “last rep” and the “lousy… [Continue Reading]
Mike Weinberg’s Defining Moment in Business Development
Twelve years ago I had a painful and embarrassing experience that not only provided an invaluable lesson, but also helped define the future of my career. I had just walked away from a company where I was the top performing salesperson on a team of 15. The owners sold the business to a gigantic public… [Continue Reading]
Follow Us!