Pipeline Stalled? Here’s How to Jumpstart New Leads

Pipeline Stalled? Here’s How to Jumpstart New Leads

Newsletter
Maintaining sales pipelines requires a significant amount of time and effort to establish channels of communication, generate relationships, and build trust. This is why it can be a very stressful experience when one of your channels slows or seemingly stops altogether. You may find yourself thinking, “what did I do wrong?” or “why aren’t these strategies working?” While there may be some factors at play that are out of your control, with a little digging, you can discover areas of your sales strategy that could use some improvement. Rest assured, once you determine what’s causing the hold-up and make the necessary changes, you can get your sales pipeline back up and running and jumpstart new leads. Determine the Cause Sales pipelines can slow for many different reasons, so your first…
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Reflections on 2023 and Expressing Gratitude

Reflections on 2023 and Expressing Gratitude

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I’m sure you’ve heard by now that the sales landscape for companies of all sizes has undergone significant transformations over the past year. Quite frankly, it’s been head-spinning. AI assisted tools are helping salespeople find buyers who want and need what they have with more precision than ever before. Buyers are also much more sophisticated and informed as a result of having more information and control than ever before, making it crucial for sales teams to adapt their strategies accordingly.Now more than ever, an impactful and successful sales approach must strike a balance between technology and human expertise to drive sales success and propel businesses towards a prosperous 2024.Reflecting on AI in the Sales LandscapeOne of the key recent changes has been the refinement of AI assisted sales enablement tools. Bots…
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Have You Scheduled Your Annual Business Reviews? | December 2022 Newsletter

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…
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Accountability is the Key to Business Growth | October 2022 Newsletter

Accountability is the Key to Business Growth | October 2022 Newsletter

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October 2022 The Key to Business Growth: Accountability by Kelly Hill, President, Sales Advisors of Florida As a CEO of a small company, you’ve likely experienced growing pains as your company moves from one stage of growth to another. And you’ve probably learned that there are times when your business is growing so much, you and your team are struggling to keep up. When you get to this point, a system of accountability may be just what you need to get everybody on your team aligned with where the company is heading and make clear their roles in the company’s growth plan. Read More Sales Messaging Resources Sales messaging plays a huge role in the success of your business. Your messaging engages potential customers and communicates important information about your company,…
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Be Prepared – Make a Recession Plan for Your Business | September 2022 Newsletter

Be Prepared – Make a Recession Plan for Your Business | September 2022 Newsletter

Newsletter
September 2022 Be Prepared - Make a Recession Plan for Your Businessby Kelly Hill, President, Sales Advisors of FloridaEvery 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. Read More Sales Compensation Plan Is your sales compensation plan effective? An effective…
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Want More Good Leads? Outsource Your Lead Gen! | August 2022 Newsletter

Want More Good Leads? Outsource Your Lead Gen! | August 2022 Newsletter

Newsletter
August 2022 Want More GOOD Leads? Outsource Your Lead Gen! by Kelly Hill, President, Sales Advisors of Florida Lead generation used to fall squarely on the shoulders of sales reps. After all, 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. Read More Lead Generation Best Practices Lead generation is essential for growing your…
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What is a Fractional Sales VP? | July 2022 Newsletter

What is a Fractional Sales VP? | July 2022 Newsletter

Newsletter
July 2022 What is a Fractional Sales VP? by Kelly Hill, President, Sales Advisors of Florida Are you looking to grow your business, but so far what you’ve tried hasn’t worked? How does this sound…you can hire a sales expert with proven results temporarily to help your team lay a foundation for successful – and sustainable – revenue growth. That is what a Fractional Sales VP can do for you. A Fractional VP is an outsourced C-level executive that works for you part time. Typically, they work with small to medium sized businesses working towards sales growth that don’t have the need or budget for a full-time sales leader. Read More Sales Management Best Practices Workshop In this two hour session, you'll learn how to create a culture of accountability with…
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Make Messaging All About the Client | June 2022 Newsletter

Make Messaging All About the Client | June 2022 Newsletter

Newsletter
June 2022 How to Make Messaging All About the Clientby Kelly Hill, President, Sales Advisors of FloridaMessaging is crucial for business growth and success. Client focused messaging allows you to attract new customers, have more meaningful customer engagement, and deliver a quality customer experience. If not done properly, it can cost you the opportunity to reach customers who would benefit from your services and negatively affects your sales.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? Read More Sales Email Messaging Checklist This checklist is a tool everyone can use to make their messaging more client focused and more effective. The checklist tips are broken up in three main…
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How to Craft Effective Sales Messaging | May 2022 Newsletter

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,…
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How to Qualify Your Leads ✔ February 2022 Newsletter

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,…
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