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 [...]

Webinar: Mine Your 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 [...]

5 reasons why your sales job description sucks

It is a job-seekers' employment market. With nationwide unemployment hovering around 3.9%, and the Wisconsin unemployment rate even lower at around 3%, employers are now having a difficult time filling key positions – especially in sales and sales management. But we’ve found the low unemployment rate isn’t the only reason for this. The real issue is poorly written job descriptions. Even when unemployment is low, people are still looking for sales position opportunities. Maybe they don’t like their current job, maybe they [...]

Podcast: Why an Ideal Customer Profile is Important

Welcome to the pilot episode of our first podcast: Problems Worth Solving. In this episode, we discuss how to develop an Ideal Customer Profile and use it to identify new customers. Here's a sample of what you'll hear: 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. Eric L: So today [...]

The True Cost of a Bad Hire

A highly effective sales team is the backbone of any B2B manufacturing company. From strategic and motivational sales leadership to hungry sellers in the field, each team member plays and important role. But creating this sales dream team is easier said than done, and a bad hire can cost your company in more ways than one, including: Thousands of dollars in lost sales revenue and onboarding costs (up to 30% of employee’s first-year earnings) – Forbes Faster burnout for good employees who [...]

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 [...]

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. [...]

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. [...]

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 [...]

5 ways to save face after sending an email without its attachment

Oh No! You just sent out an email with an attachment, but you forgot to attach it. Dang it, you had one thing to do! We've all been there, but it’s embarrassing and it makes you feel like a forgetful idiot. But have no fear, there are several ways to recover. Have a sense of humor about it: Send another email with the attachment with a funny, but informative, subject line like: Attachment actually attached, I’ve returned with your attachment, A case [...]

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 [...]

Load More Posts