Is your sales team stuck in a quote-based mentality?

“Why don't you send me a quote and we'll look it over?” This is a common conversation in the business world. A salesperson has a brief chat with a prospect, sends a quote and hopes to win the business. The prospect responds “yes” or “no” and that’s it. Often the answer is "no" because the prospect is concerned with price alone. This is what happens when salespeople send quotes without really knowing the likelihood of getting that business. When we ask [...]

Calculate the Total Lifetime Value of a Potential Customer

We all know that some customers are great customers, while some aren’t. One way to differentiate the two is through lifetime value. Lifetime value is the potential revenue you could earn from a current customer or prospect. We’ve developed a calculator to estimate lifetime value and we walk you through how to use it below. The first thing to look at when calculating lifetime value is the total amount a prospect spends with your business. Then, consider how many suppliers that prospect [...]

How to Accelerate Growth in a Time of Disruption

Obviously, in early 2020 the world is being forcefully disrupted. How do you feel? Is it a disaster? An opportunity? Somewhere in between? Right now in the US, we're not in a new normal. We're in today's abnormal. This crisis will pass, and the world will settle into a new routine. The big question is how is will your business be positioned for growth and success when the "new normal" takes hold? On the go? Here's a 4 minute audio read-out [...]

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