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 [...]

5 things you should never say during a sales meeting

Saying the wrong thing during a sales meeting can bring your pitch to a screeching halt. What's the wrong thing? Here are five things you should never say during a sales meeting. "I don't know" – In sales there is never a reason to say "I don't know." It makes your potential clients think, "If you don't know this now, will you know the answer to a really important question once we've hired you?" Not to say you should lie (see tip [...]

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 [...]

Google Analytics and you

We live in the future! With the advent of Google Analytics, you can produce a report detailing where your web traffic is coming from, what people are looking at on your site and more! Lots more! Almost too much. “Google Analytics can be really intimidating,” said Julie Booher, the Vx Group Integrated Marketing Manager who has been deciphering Google Analytics Reports for nearly a decade. “I’ve seen people get completely overwhelmed with the amount of data Google Analytics provides, but you just [...]

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 [...]

Don’t settle for short-term

Focus on the short-term can kill long-term growth Sometimes you must be the bearer of bad news. We are often asked, “what can we do now that will increase our sales this quarter?” Unfortunately, for most businesses, the answer is, “Not much.” Sales cycles are long and getting longer. Successes today are often the result of actions taken 3-9 months ago. And, while short-term solutions sometimes yield results, the success of a short-term push is usually insignificant when compared to the long-term opportunity. [...]

Election 2016: The final test for disruptive marketing

America is waking up to a new President-Elect. For many, the results of the election between businessman Donald J. Trump and Secretary Hillary Clinton are shocking, but they are only shocking if you haven’t been paying attention. Sure, the polls had Secretary Clinton winning in several swing states and President-Elect Trump had virtually no newspaper endorsements or support from his own party, but this election wasn’t about politics. It was about marketing, specifically disruptive marketing. What is disruptive marketing? A disruptive company [...]

10 Reasons Why Salespeople Fail

If making a lot of money in sales was easy, then everyone would be doing it. These ten things separate the winners from the losers in sales.

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