Emily Robertson, Author at Sales Advisors of Florida

04Oct 2023 by Emily Robertson

4th Quarter Push – End the Year Strong

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If you operate on a calendar year, by this point you have a pretty good idea whether you’re likely to meet your sales and revenue targets for the year. You should have nine months of history and a sales pipeline that gives you visibility into the next several months of deals likely to close. If you are looking good, congratulations! However, some companies might be coming to the realization that they are facing quite the challenge of reaching their goals before year end. What do you do if you need a 4th quarter push? Here are some tried and true suggestions. Customer-Facing Year-End Strategies Review the opportunities in your pipeline and prioritize those that are the most likely to convert, even if the projected date is after the end of…

27Feb 2023 by Emily Robertson

Is Outsourcing Right for Your Company?

Sales Tips

Until recently, growing businesses that needed sales management would assign this role to the CEO or another high-level person, or spend a great amount of effort hiring their own manager without fully understanding what to look for—then ending up with a bad fit. Now, many companies look to outsourcing sales management. Not only does it save time, money, and resources, but it also gives your team access to someone who knows how to support your growing business through effective sales practices and management. If you’re ready to scale your business but you’re not sure if outsourcing is right for you, consider these 5 signs it’s time to outsource and the top three benefits of doing so. 5 Signs You Should Outsource Sales Management Outsourcing is a practical solution for many…

07Dec 2022 by Emily Robertson

Have You Scheduled Your Annual Business Reviews? | December 2022 Newsletter

Newsletter

December 2022 Annual Business Reviews with Clients:A Small Business Best Practiceby Kelly Hill, President, Sales Advisors of FloridaIt’s Annual Business Review Time!Large companies routinely conduct Annual Business Reviews (ABRs) with their top clients at the end of every year and this is a best practice that’s ideal for smaller companies as well. Why? It’s a great opportunity to say thank you, review what went well with the work you did for your clients, and gain some valuable insight into what your clients are planning for the next year.The goal of this meeting is to re-enforce that you are a dependable supplier, learn how you can directly or indirectly contribute to their success in the upcoming year, and uncover additional ways to partner, which moves you closer to the designation of being…

08Sep 2022 by Emily Robertson

Be Prepared – Make a Recession Plan for Your Business

Sales Tips

Every recession or economic downturn is different. What we DO know is that historically economic climate changes happen very suddenly, regardless of warning signs. Unemployment rises, there is less consumer spending, and businesses make fewer sales. Recent changes to the housing market is a good example of how radical changes to buyer habits can happen overnight. Have you given any thought to how you can plan for resilience during an economic downturn? It is game changing to be proactive to mitigate the impact of a recession on your business. Here are some tips to help you with your recession plan. Determine if Your Current Products/Services are Recession-Proof Customers buy and spend less during a recession, so it is important to evaluate your current products and services to determine if they…

09Aug 2022 by Emily Robertson

Want More GOOD Leads? Outsource Your Lead Generation!

Sales Tips

Lead generation used to fall squarely on the shoulders of sales reps. Afterall, their job is to get new business, so they should be able to bring in leads, right? Well, times have changed. Generating quality leads takes a specific messaging strategy and multichannel prospecting (email, LinkedIn, calling). Sales reps need to be good at moving people through the sales pipeline, but they often don’t have the skills necessary to craft and conduct effective lead generation ideas. In fact, 40% of sales reps say lead generation is the hardest part of their job. One solution: outsource the lead gen. What is Outsourced Lead Generation? Outsourcing your lead generation involves bringing in an outside company to research leads, drive them to your sales team, and trigger sales growth for your business.…

18Jun 2022 by Emily Robertson

How to Make Messaging All About the Customer

Sales Tips

Messaging is crucial for business growth and success. If not done properly, it can cost you the opportunity to reach customers who would benefit from your services. In my video below, I review the importance of focusing your messaging on the customer’s problem and your solution to that problem. Continue reading for three ways to craft your sales messaging around your customers. The trick is to think like the buyer – what catches their attention and motivates them to respond? https://youtu.be/b7hp_qPFTeM 1. Unique Value Proposition A unique value proposition (UVP) is a clear and concise statement that defines the benefit your customers will receive from your service. To construct a UVP, consider customer challenges and how you can solve their problems. Many businesses lack a well thought out value proposition…

31May 2022 by Emily Robertson

How to Craft Effective Sales Messaging | May 2022 Newsletter

Newsletter

May 2022 Is Your Sales Messaging Effective?by Kelly Hill, President, Sales Advisors of FloridaWe hear this a lot: “If I can get in front of the buyer, I can normally close the deal. The challenge is getting in front of the buyer in the first place.” Of course, that’s assuming your sales messaging is effective.When your sales messaging is effective, it opens more opportunities for you to have direct conversations with qualified buyers.Here’s an example of a before and after sales message... Read More Sales Messaging Tips https://youtu.be/b7hp_qPFTeMWatch this video for three tips that will improve your sales messaging. GrowFL Nominations Are you a second stage company in Florida in growth mode? You belong with this group of successful business owners who are recognized every year: Florida 50 Companies to Watch,…

28Feb 2022 by Emily Robertson

How to Qualify Your Leads ✔ February 2022 Newsletter

Newsletter

February 2022 Don't Waste Time on Unqualified Leads! by Kelly Hill, President, Sales Advisors of Florida Most of us receive inquiries that come from various lead generation resources: websites, referrals, social media, etc. How many of these leads actually turn into new business? Often, not many. That’s because they haven’t been adequately qualified. By qualified, I mean, the prospect is a good fit for your ideal client profile and the business they represent is a good fit for your company’s capabilities. We go by the saying in our practice, “we only want to work with people who want to work with us.” This is one way to create a qualifier. Other ways are the size of your prospective companies, government vs. commercial business, or even financial health of the prospect. So,…

14Dec 2021 by Emily Robertson

Clean House Before the New Year | December 2021 Newsletter

Newsletter

December 2021 December’s a Great Time to Fire a Client! by Kelly Hill, President, Sales Advisors of Florida Every company has experienced the client from hell – never happy, drains resources, berates employees, etc. Well, why do we continue to do business with them? Often, they are a legacy client who has been with us from the beginning, or their account represents an outsized portion of annual revenues. Keeping these clients is painful and disruptive to your company’s culture. As hard as it is, you must make a conscious decision to “fire” them. After you’ve developed a plan to replace the revenue they represent, here are some strategies you can use for firing a client: 1. Raise their prices above market rate. They will complain but will ultimately decide your price…

27Oct 2021 by Emily Robertson

How Annual Business Reviews Improve Client Revenues | October 2021 Newsletter

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Author: Emily Robertson