Growth Strategy: How to Expand into New Geographical Markets

Growth Strategy: How to Expand into New Geographical Markets

Sales Tips
There are a lot of ways to expand your sales: increase business with current clients, find new clients like the ones you have, or add new products or services. Sometimes, though, expanding into new geographical markets is the best way to create sustainable revenue growth. This comes with challenges of course, namely capturing market share from established competitors. Research the New Competition When considering expanding into new geographical areas, doing your research on the competition first will give you some valuable clues on how to penetrate the market. Is their website and social media presence updated and impactful? How do they position their offering? Cost, features, service? How do they go to market? How do they support their local communities? What kind of reviews do they get from customers? Gathering…
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Want to Grow Your Business?  Do Things Differently.

Want to Grow Your Business? Do Things Differently.

Sales Tips
As you grow your business, it will progress through these classic growth stages: Stage 1 – Achieving Viability (Entrepreneurial) Stage 2 – Accelerating Growth (Emerging Growth) Stage 3 – Scaling (Sustainable Growth) Stage 4 – Maturity How do you know when you need to do things differently? Your business hits a plateau. The things that have been working don’t get the same results and you lose momentum. It’s important to understand what you need to do differently at each stage to keep that momentum going – and make the changes that keep you going into the next stage. Four Stages of Growing Your Business Stage 1 to 2: Refine you offering and business model, understand your competition and know how to differentiate, get organized (implement systems in key functional areas.)…
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CRMs – Friend or Foe?

CRMs – Friend or Foe?

Sales Tips
Most businesses use some sort of customer data system to capture contact information and make notes to keep track of conversations – using anything from a spreadsheet to a full-on Customer Relationship Management (CRM) system.  However, not all systems are considered valuable tools by the team. Getting the Most from Your CRM The key to a CRM being an effective sales organization and management tool is to make sure: You choose one that is built for the functionality you need.It’s easy to use.It’s easy to update.It provides the ability to clearly display the sales pipeline And don’t forget to make sure it’s accessible from laptops, tablets, and phones! Salesforce Is Not the Only Game in Town Here’s a newsflash – Salesforce is not a good choice for most small and…
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Are Your Salespeople Highly Effective?

Are Your Salespeople Highly Effective?

Sales Tips
An important part of developing a high performing sales team is making sure the group is comprised of the best suited individuals who are or have potential to be high performers. These salespeople have demonstrated success in their ability to generate new business by identifying prospects who are good potential clients and effectively moving them through the sales process. In today’s business environment, salespeople also need to be able to represent the company professionally and prospect competently in person, via phone and using video conferencing. Salespeople need to be well organized, transparent and results-focused with the ability to earn the confidence of not only new contacts and prospects, but also of the company’s internal stakeholders. Traits of Highly Effective Salespeople In my years of sales management experience, I’ve recognized these…
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