Know, Do, Repeat
Know, do, repeat. Looks like the words on the back of a shampoo bottle — wash, rinse, repeat. Sustainable revenue growth can be, and often is, much more simple than many make it to be. When businesses know what they do very well, know how to do it regularly, and know how to make it repeatable [...]
What’s Wrong With The Customers You Have?
What is it with the businesses today that simply do not seem to value the customers they already have? Special sign-up programs, new customer discounts, and special promotional packages to attract new customers are in our face every day. Worse, is these same companies often have terrible customer service and support programs. They have it all backwards.
Your [...]
Sales is a Simple Process
Sales, in its basic form, is a very simple process. In its most elemental form, sales is about discovering what people need and helping them discover where it is.
The problem with sales is that in its worst form, a salesperson attempts to convince someone that they are offering what they need, almost to the level [...]
New Revenues in Existing Customers
In yesterday’s blog post the discussion centered around business leaders and sales managers over-emphasizing the importance of new customer relationships and the source for revenue growth. The premise of the post was that the behaviors being encouraged and rewarded are transactional and not relationship based. Hence, these managers pay little attention to the opportunities existing [...]
The Sales Manager and Their Objectives
The roles, responsibilities, and behaviors of the typical sales manager are defined by the objectives by which they are measured. In most cases, their performance and their compensation are closely linked to increasing revenues. As a result, the metrics they use to measure and influence the performance of their sales team is almost exclusively focused [...]
Making Your Connections Work For You
On the SuRF Matrix, Connections intersects at Sales/Attraction. The most effective technique for attracting the desired people to your business is by leveraging your connections.
Sales professionals use many other tools like cold calling, networking, telemarketing, and other prospecting related activities that can potentially attract people. None of these is more productive or effective than your [...]
