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. [...]

Webcast – Confessions of a SoFi Junkie

Community banks have long been under attack by national and international financial conglomerates, but the most recent competition comes from a less tangible source – online financial services like SoFi. “Confessions of a SoFi Junkie” is a vibrant discussion on why online banking institutions like SoFi have risen in popularity, the sales and marketing techniques they used to connect with millennial customers and lessons you could learn from the rise of these new-age loan businesses. Recorded on Jan. 25, 2018, this discussion [...]

Vx Group is going to the dogs

It was a cold early-December morning when Vx Group President Eric Zoromski hopped in the pilot’s seat of a plane headed to Rensselaer, IN. His mission: transport a mother dog and her eight pups to their new home in Wisconsin. It was all part of Pilots N Paws, a non-profit organization that matches volunteer pilots and plane owners with rescue dogs in need of transport. “We are all dog lovers at the Vx Group and this is such an important cause for [...]

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. [...]

The one thing you could do to kick start a great 2018

December is a rough month for B2B sales, with many of your customers buried underneath end-of-the-year paperwork. Because of this, the general rule is to avoid B2B sales altogether in December. 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 take your [...]

5 things that push website visitors away

Companies put a lot of time and effort into getting potential customers to visit their websites. From search engine optimization to pay-per-click, print and website ads, social media strategies, search engine marketing, backlinking and blogging strategies, most businesses use every trick in the book to boost visits. But what are your visitors seeing once the click through to your site? When people visit your website, they are looking for information. If they don’t find it, or you make it hard for them [...]

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 [...]

Using bullshit for good: what we can learn from fake news

We live in the era of fake news, sensationalized reporting, elevated threat levels and common household items that you use every day that could kill you in your sleep. There’s a nice, short way of describing these things: bullshit. And while bullshit is negatively portrayed, there is such a thing as good bullshit. Bullshit is simply a misdirection. Like a magician getting the audience to focus on his left hand while he hides the rabbit with his right, bullshit - when used [...]

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 [...]

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