Keeping things simple, and tidy, can be a very effective strategy to grow your business. For those of us in business development, sales and marketing, we need to stay current, with the market, with clients, and with our value service. Clutter gets in the way! It distracts us. And it can confuse prospects. Time spent […]
Archive | Sales Funnel
There’s a lot of debate about whether the Sales Funnel is dead, whether it’s gone sideways, or has become a buying funnel. Here are various articles on the Sales Funnel topic that I hope you find helpful.
What’s my favourite CRM?
A LinkedIn discussion today asked “What’s your favourite CRM, and why?” I thought this was a great question, since it invites personal opinion with rationale to support it, rather than asking for ‘best’ or ‘recommendations’. What is ‘best’ for one personal or business and their situation and needs may not be right for another person […]
Contact management – why this is fundamental for effective selling
Who are your contacts and what do you do with them? Selling is about developing relationships, but when time is finite, competition is fierce, and buyers and decision-makers and extremely busy, there are real dividends to be gained from effective contact management. Contact is defined as a noun and a verb con·tact noun A person who […]
Personal Branding – 7 steps to define and develop your personal brand
Many people I talk to have great difficulty defining their personal brand, and expressing the value they provide to others, and then building on that once they have. When working for a company it tends to be the company brand that matters and our position or job title within the company defines us. Some extrovert […]
What to look for when choosing a CRM or Contact Management System
There are a bewildering array of applications in the Customer Relationship Management CRM and Contact Management System category. Recent discussions with a prospect highlighted to me that the CRM selection processes that small businesses, solo entrepreneurs and autonomous sales people are faced with is very similar to the selection process that much larger companies go […]
Top 5 skills listed in LinkedIn – and tips to Find Prospects and Be Found
The Skills and Experience section of LinkedIn is a valuable resource to help sales people and business owners, not just job seekers and recruiters. Two areas in particular are those that help you FIND PROSPECTS and to BE FOUND BY POTENTIAL BUYERS. The Skills section in LinkedIn is a valuable research tool in two ways. […]
An easy way to Connect with People you know on LinkedIn
Have you been able to connect with people you know on Linkedin yet? Have you been systematic about connecting? Connecting with people you know and do business with on LinkedIn has many benefits. But are you thoroughly connected to everyone you know? Unfortunately LinkedIn doesn’t provide an easy ‘100%’ tool for connections, as it does […]
6 step plan to generate leads and increase sales for your business
Many businesses are finding it more difficult to generate leads. Budgets are tight, buyers are being bombarded and there are so many new approaches being promoted that it’s easy to feel overwhelmed. If you’re looking for inspiration, clarity, and a pragmatic approach, follow these six steps to improve your lead generation and sales. 1. Set […]
Social Media ROI – three measures to track for B2B sales
When you’ve got sales to make, targets to hit and revenue to earn it can be tough to measure Social Media ROI and evaluate whether Professional Networking is beneficial. For most business to business (B2B) sales people and people running smaller businesses it can be hard to justify the time for social media, never mind […]
