The first Sales VP you hire is a critical move for your startup or small business. This hire, when done correctly, can mean acquiring your first customers as well as your next 25 customers. What’s so great about reaching 25 customers? That’s when it’s time to scale your company and move to...
Read More
Much has written about the role of customer experience in shaping the success of B2C giants like Apple®, Disney®, and Starbucks®. How does your B2B company leverage customer experience to create a loyal and retained customer base?
You don’t have to be an industry giant before you create an...
Read More
You are always the Chief Sales Officer of your company, startup or entrepreneurship. Even if that’s not your job title, it is your job function. Even if you work for somebody else, you are the CEO of your career. Even if you don’t have a background in business or sales, your goal is to become a...
Read More
Productivity is a measure of your efficiency. How would you rate the amount of effort you put into your selling initiatives compared with the revenue and profitability generated?
If you’ve given yourself a less-than-stellar report card, consider these five tips for changing your selling habits and...
Read More
Everyone wants their business to succeed. You want your business to be around next year, and the following year, don’t you? The question is, how many customers do you need to be successful and, more importantly, sustainable? Here are four tips for preparing your business for growth.
Tip 1:...
Read More
This post was originally published on the Sales Aerobics for Engineers blog.
Typically, customer service doesn’t factor into the sales equation unless something goes wrong in the delivery or implementation of your products, services or platforms. Have you ever been there?
Do you avoid...
Read More
The start of a new year also marks the start of the annual sales campaign. The emphasis is on new customer acquisition. As you charge forth into the marketplace, full of energy and enthusiasm, don’t forget about your current customers.
They once were new customers. Now they comprise your current...
Read More
All businesses are focused on creating opportunities for driving revenue and creating profitability. That focus involves strategic as well as tactical goals. Otherwise, driving revenue and creating profitability won’t necessarily translate into business growth and sustainability. It might...
Read More
Acquiring new business is the goal of every sales team. Yes, there is a sales process. Yes, there is your corporate culture’s “system.” Yes, there are sales tools, like your CRM system, from which your sales process is enabled . Just “what” that goal ends up looking like, however, can be...
Read More
