Success Begins with the Right Process

Sales Call Success

The follow-up sales call is a vital part of every salesperson’s success. When making that sales call or sending an email, ask yourself these key questions: When, and using what method do you make your sales call? How often should you check-in? What should you say? Should you ask particular questions? What are you looking…
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The Empathetic Sales Rep

Some may say empathy and sales go together like Peanut Butter and Jelly. In many cases this is quite true. In fact, an empathetic sales person can develop fast relationships with your clients. However, my daughter is allergic to peanut butter and it could kill her, just like too much empathy could kill your sale.…
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Sales Coaching vs Sales Training

Are you looking for a sales trainer or a sales coach? You might already have an idea in mind of what you are looking for. Did you consider that the answer might be both sales training and sales coaching? Determine which will best meet your needs and increase productivity. Check out the graphic below for…
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Conversational Sales

Conversational Sales is not a new concept, however it is one that few are employing effectively. Customers come to business seeking information and ideas by way of conversation, not just for someone to recite a product spec sheet to them. Conversational sales is all about education. The most important part to remember is that you…
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Build a Sales Process in Five Steps

What is a Sales Process? A sales process is the repeatable set of steps your sales team will take to move a prospect through various stages from initial contact to closing. While there isn’t one sales process that works for every business, there is a formula that everyone can follow. Let’s start with three simple…
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Sales Growth Checkup

Are you treating your business the way you would treat a loved one? Make sure to do a regular health checkup on your business for continued sales growth. Just because a process you implemented was working great three years ago, doesn’t mean it’s still functioning as intended today. As the year comes to a close,…
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Managing Your Sales Leads

Efficiency is important in every business, and especially in Sales. Managing your sales leads can be a burdensome task. However with a CRM, it can be the easiest thing you do each day. CRMs are the most effective way to manage your leads. If you use them properly. What is a CRM? A CRM –…
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Adroit Insights - Business cartoon of customer rep cat and caller says, '...it's almost as if you're just listening to my customer complaint, without caring at all'.

The Feel Felt Found Strategy

Recently, I was having a conversation with a sales manager about apologies and we began discussing a strategy for managing this. Quite often, sales people call a prospect and start by saying “sorry” and then do exactly what they just apologized for. Rather than offering up apologies that carry little weight, try relating to them.…
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8 Reasons Your CRM Isn't Working

Which CRM is the Best?

A simple google search will pull up a page full of links to sites recommending “The Best CRM of 2018”. If you start clicking through them, you will find that no two lists are exactly the same. This is because the “best” CRM of the year may not be the best CRM for you and…
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How do I get more customers?

If you are like most small businesses, you aren’t getting as many leads as you need or want. There are several reasons why this is happening, and a few quick lead generation strategies you can employ to start seeing a difference right away. Lead generation through Ads Have you ever heard the term, above the…
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