Webinar: Planning for 2024

Where do you see your company in 5 years? It’s a stock question, but it’s an important one. Many of us are busy creating short term plans – weekly task strategies, monthly budget reports, one-year-sales forecasts and so on – that we forget that long term planning is just as important when it comes to setting financial goals and creating growth opportunities. So, from a dollars and cents perspective, where do you see your company in five years? That’s the subject this [...]

Watch: Mine Your Existing Sales Data for Gold

Welcome to Mining Your Sales Data for Gold presented by the Vx Group, a discussion on how you can mine your Sales Data for the gold we all seek – ideal customers. A little background about this. A few months ago, we recorded a pilot episode of our podcast, Problems Worth Solving, and we talked a little about the need to create an Ideal Customer Profile. Listening to the finished podcast, we realized that while listeners would walk away knowing what an [...]

Listen: Why an Ideal Customer Profile is Important

Listen to Vx Group President, Eric Zoromski discuss with Eric LaRose, how to develop an Ideal Customer Profile and use it to identify new customers. When you think about it, there are two kinds of customers, those who buy from you and those who grow with you. Today we’re talking about the latter, specifically how you identify these idea customers, attract them and nurture them. I think it’s true that a lot of people do believe that any customer is a good [...]

5 Ways to Prevent Dealer & Distributor Sales Decay

Are you in the middle of creating a dealer/distributor network or looking for ways to improve your existing network? This network is an important part of your B2B sales process, but it decays if it's not actively managed. Here are five ways you can maintain healthy relationships with all the dealers and distributors you work with. Continual Engagement: Are you nurturing the connection between you and your dealers/distributors? Stay on their radar through frequent engagement. [...]

How B2B Organizations Can Benefit from a CRM

Many business owners are sitting on a potential gold mine -- with "potential" as the operative word. If your B2B organization is like most seasoned enterprises, it has collected a treasure trove of customer and prospect data, with more tidbits flooding in a constant basis. Unfortunately, much of this data may be hidden away in various corners of your electronic storehouses, from random spreadsheet entries on the proverbial S: drive to pieces of data scattered across your employees' Outlook contact folders. This [...]

Getting Started With Your Ideal Customer Profile

At the foundation of every successful sales team is a shared understanding of your company's ideal customer. Although you may know why you started your company as well as what you can offer, without knowing who will purchase your product or service, it will be challenging to grow. By creating a well-defined ideal customer profile, you will be able to scale and achieve sustainable success. Here's how to begin. The Basics of an Ideal Customer Profile During an ideal customer profile session, you notice patterns in the conversation. [...]

Download: Vx Group Growth Goal Calculator

We want 2018 to be a great year for you and your company, and to support that the Vx Group has developed a free tool you can use to determine how many new customers you need to acquire over the next year to meet your company growth goals. Here’s how it works: Download the calculator and launch it (you’ll need Microsoft Excel) Under Company Information, add your company name and dates. Try to keep your growth goals to a year (Jan. 1-Dec. [...]

How to kickstart sales late in the year

Q4 is a rough period for B2B sales, with many of your customers buried underneath end-of-the-year paperwork. Because of this, there is a tendency to avoid B2B sales altogether late in the year. The way we see it, while this seems like sound logic it’s really a missed opportunity. Yes, it’s correct that your customers are struggling with year-end reports, but you know what would be a great break for them? Talking to you. We’ve found that not only will your customers [...]

3 ways to add value to every sales meeting

Sales meetings can be a lot of things: intimidating, rewarding, complicated, etc. But there are times when everyone starts thinking: “I am adding nothing to this meeting.” There are several ways you can add value to any sales meeting. First, don’t pretend you know everything. There is no shame in asking for clarification. Many times these discussions lead to new ideas, better processes and so on. Fast Company recently published an article on this subject. You can see more meeting tips here. [...]

4 things to avoid when selling yourself

You may know your company’s product lines backwards and forwards, but the simple truth about sales is your customers are buying from you. If they don’t like you, there’s a good chance they won’t buy from you. Many forget that during every sales meeting, one of the products you are selling is: you. During the small-talk portion of every sales meeting, there’s a chance to sell yourself by answering the simple questions almost everyone asks. We’ve put together a few examples [...]

Treat sales like a jet engine

We’ve had a lot of clients express the desire for a short-term sales boost, and our canned response is that there are few levers you can pull besides price to increase sales in the next 30-90 days. You can read more about that here and here. Oddly enough, we’ve also heard of companies with the exact opposite problem – the sales department is crushing it so hard that production and engineering can’t keep up. Sales is often pressured to “slow down” by [...]

Sales Outsourcing for Growth

Outsourcing: To many, this is the dirtiest of dirty words – implying the shipping of jobs overseas, forcing customers to deal with service reps who don’t understand English and profits over people. Outsourcing has a very negative image. The core philosophy of outsourcing isn’t a bad thing – to address internal limitations by employing an outside firm that can shoulder the responsibility. It’s often a lower-cost solution that adds value to products, improves customer experience and ultimately grows top-line revenue. Outsourcing business [...]

Download: Sales-to-Revenue Calculator

Hiring a new salesperson and having them work their first opportunities through the sales funnel takes time, but how much time? The answer may surprise you – especially if you are in a leadership position. We’ve been studying the performance of new sales hires for years, and we’ve found huge differences between when leadership thinks those strategies will affect the balance sheet and when they actually do. With complex sales, it often takes 6-9 months for new sales efforts to turn into income. On the [...]

How to make your next online sales presentation a success

You've scripted the perfect PowerPoint, assembled some magnificent imagery for your slides, and you've out the invites to your online presentation. The only thing you need to do now is show up and press start, right? WRONG! Online sales presentations are only effective if you've done your best to eliminate all potential issues you could encounter in the virtual conference room. We've all been looped into really bad online presentations, and they are more frustrating than informative. If you want to keep [...]

5 reasons why you can’t cut your way to profitability

Here’s the scenario: Your company fell short on sales goals and top-line revenue is way down. Your expenses are greater than your earnings. It’s time for some tough financial decisions, and the most obvious choice is to cut expenses. But is it the right choice? From a financial perspective, making cuts can be a good thing if they part of a long-term growth strategy, but making cuts to achieve short-term profitability is a huge mistake! Here’s why: Random cuts can hamper long-term [...]

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