For the longest time, we’ve continued to reward sales on the back end. That’s how it was always done, and still continues today. It’s funny how we get settled into a habit, and let it run on and on, sometimes way too long, before anyone does something about it.
I’m passionate about the sales business, and truly believe we need a change in the policy of rewarding once the sale is made.
The lead gen company has become something of the past. As with all things, a faster pace is now required. Leads 2 Sales is more the NOW! Over the past year, I realized that if you are a good lead gen company with a deep understanding of your industry, and you have sales experience closing deals of $1m and above, you are able to perform both functions as one entity, taking the deal from start to finish. It’s true, because we are doing it!
These days, there are many good articles out there, each advising you on a different approach to handling your company’s data analytics. Some of you will spend hours reading, and then becoming overwhelmed, confused about which tool you should be using, how, and why. Well, I say don’t panic, relax a bit, and first spend time getting an understanding of how the data your company produces can be used to help your employees, and your customers
I’ve been working hard at perfecting a talk that I’m giving soon entitled “The Sales Centric Team”. I spent a lot of time working on the details of the talk last week. For Sales-Link’s extended family of followers specifically, I want to share the heart of my talk with you. It is reprinted below:
I’m the kind of person who loves the build-up to celebrations and holidays, just as much as the holiday itself. That must be why thoughts and memories have consumed me the week before this July 4th! Building our business took so much time - time away from my family, away from the beach, away from casual trips and vacations. Yet I don’t think I would change anything, if I were to do it over again, because that is just how I am made
There are many mature people with great advice and experience, and I want to find ways to encourage elders with interesting backgrounds and mentor-like attitudes to consider working with my company, because they bring value, and that means a lot these days. By 2030, all baby boomers will be older than age 65. This will expand the size of the older population so that 1 in every 5 residents will be “retirement” age.
When designing a demonstration of your company’s product, it’s important to step back, and look at the process as if it was the first time you were being introduced to it yourself. While it can be challenging to break down and simplify something that you know as well as the back of your hand, remember that it is something totally new for your audience, so presenting it with step-by-step logic is imperative.
When it comes to project managing, the success on the project relies on the manager’s ability to follow through on issues that may arise. One response your team should never hear from you: “I don’t know”. I have found some ways to avoid telling the people I am managing, “I don’t know”.
In recent years, the correlation between fitness and good health have become indisputably established, yet fewer than 5% of adults in the US participate in 30 minutes of physical activity each day, and over 80% do not meet national guidelines for aerobic and muscle-strengthening activities!
In the business world, we take a stand to keep on writing, and preserve this form of communications. We write messages in note cards to our customers, and to those we are in the process of solidifying a business relationship with. We write blogs to explain our customers’ services, and to inspire others…
More big data companies are pushing for automation for standardizing and validating data. For a company with a database of over 500k contacts, automation will become a necessity. At Sales-Link, almost all of our data has been validated manually up until this past year.
“I must love sales because for all these years and still today, my day starts with needing to keep filling a pipeline and ends knowing I need to fill the pipeline.”
Every business, in every industry, needs to grow to survive. That growth begins with lead generation and ends with a sale. The underlying strategies I have developed for data-driven relationship building are the same for businesses of all types and sizes.
It is March 19th, 2019 and I’m making cold calls, sending emails, thinking creatively, and looking for new ways to capture a business’s interest in the services my company offers. This task is not hard to do, but it is the response rate that is the challenge. Statistics show that 270 calls need to be made in order to get one sale!