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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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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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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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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Is Ineffective Sales Management Bringing You Down?

Is Ineffective Sales Management Bringing You Down?

Sales Tips
Selling your product or service is fun, right? It’s what you created and it’s what you do best. And you get a lot of satisfaction providing your solution to your customers.However, when you get to a point when you can’t do all the selling yourself, you hire a salesperson and quickly learn that sales management can be a drag. Maybe the salesperson you hired didn’t deliver. Maybe the salesperson isn’t representing your company the way you want. Maybe you find you haven’t hired the right kind of salesperson and you have a lot of turnover in this role. You get nothing but a lot of excuses.Something needs to change! You need professional sales management, either in the form of hiring a full-time sales manager or enlisting the help of an…
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How to Make Messaging All About the Customer

How to Make Messaging All About the Customer

Sales Tips
Messaging is so important in business, yet if not done right, it can cost you the opportunity to reach customers who really need and want what you offer, permanently. In my video below, I review the importance of messaging with your solution to your customer’s problem in mind and share three ways to craft your message around your customers. The trick is to think like the buyer – what catches their attention and motivates them to respond? https://youtu.be/b7hp_qPFTeM1. Unique Value PropositionThis is incredibly important, as it defines the value that you bring to your customer and is what sets you apart from your competitors. So many businesses lack a well thought out value proposition or use messaging that is too long and wordy. And you may need a UVP for…
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Planning to Sell Your Business? Why Having a Sales Infrastructure in Place Attracts Serious Buyers and Commands Top Dollar

Planning to Sell Your Business? Why Having a Sales Infrastructure in Place Attracts Serious Buyers and Commands Top Dollar

Sales Tips
No matter which industry you are in or how long you have been in business, owner goals are the same: you want your business to succeed. However, for many owners, a time will come when your goals shift and you start thinking about selling your business. When this time comes, having a solid sales infrastructure can help command the price tag your business deserves. 
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