Blog

14Dec 2021 by Emily Robertson
Clean House Before the New Year | December 2021 Newsletter

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…
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25Oct 2021 by Emily Robertson
Is Outsourcing Right for Your Company?

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 on 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 and not sure if outsourcing is right for you, consider these top three reasons other scaling companies have chosen outsourcing: 1. Proven Experience and Success When you outsource, your business gains instant access to experts who have years…
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05Oct 2021 by Emily Robertson
Sales Enablement Part 2: Types of Sales Enablement Tools to Increase Revenue and Create Greater Internal Alignment

Sales Enablement Part 2: Types of Sales Enablement Tools to Increase Revenue and Create Greater Internal Alignment

Sales Tips
In our last post we discussed how sales enablement creates greater success for your team and provides the ability to scale your business. We reviewed its many benefits, from shorter sales cycles and scaling success to better alignment with internal departments and stronger data.This week we’d like to dig deeper and explore the types of sales enablement tools that have helped my clients and others align processes across the sales and marketing departments, and empower sales teams with the necessary customer info and metrics. Sales Training Sales training helps salespeople learn and/or improve their selling techniques, skills, and processes with the ultimate goal of driving revenue growth.Once a sales rep finishes onboarding, training tools can be used to promote a culture of continuous learning, allowing reps to be ready to…
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31Aug 2021 by Emily Robertson
Sales Enablement Part 1: How Sales Enablement Creates Greater Success and the Ability to Scale

Sales Enablement Part 1: How Sales Enablement Creates Greater Success and the Ability to Scale

Sales Tips
Sales enablement helps companies and teams move the needle where it matters most - driving sales teams to top performance and customers to brand loyalty. With over 75% of companies using sales enablement tools reporting higher sales and increased sales quota attainment, it is key to the new way of selling. Sales enablement is crucial for overall growth and success of your sales team and can be one of the single biggest differentiators when it comes to winning business from your competitors. What Exactly Is Sales Enablement? Sales enablement is simply equipping your sales team with strategic resources needed to excel, from tools to technology to content and beyond. The most talented sales reps stand to benefit from the right support and structure, just as top athletes benefit from the…
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23Jun 2021 by Emily Robertson
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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