Who Leads Your Sales Conversations? You or Your Prospects?

This is Part Four on how to build a sales system that works. Read Part One, Part Two, and Part Three here.

When you really break it down, a salesperson who has the highest lead to sales conversions is doing one thing better than everyone else: leading the sales conversation.

If you, in your sales role, or your salespeople are not leading the conversations you’re having with prospects, then the only other thing that can be happening is that the prospect is leading. There are only two options.

Topics: Sales, Strategic Planning, Systemization

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The Sales Conversation You Don't Know You're Having

This is Part Three on how to build a sales system that works. Read Part One here, Part Two here, and Part Four here.

How well do you know what’s really going on in your sales department?

Whether you’re a solopreneur or you’ve got a team of salespeople responsible for bringing in new business, how much do you really understand about how your sales staff (which might only be you) engages with people introduced to your products or services for the first time?

Topics: Sales

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Are You Open to Getting More Sales?

This is Part Two on how to build a sales system that works. Read Part One, Part Three, and Part Four here.

Isn’t it curious that sales, the lifeblood of every small business, is so damn hard to get right?

You started your business because you believed you could make or do something that other people wanted, but then you struggle to find a way to talk about it with them so they’re moved to say, “How can I get some of that?”

Topics: Sales

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Stop Waiting for the Perfect Salesperson

This is Part One on how to build a sales system that works. Read Part Two, Part Three, and Part Four here.

It’s not hard to agree with the idea that your business needs systems. But, when it comes to sales, small business owners often have a lot of difficulty really getting behind creating a comprehensive sales system or sales process.

Naturally, nobody wants their salespeople to sound ‘canned.’

It’s much more thrilling to dream about finding salespeople who will just know how to bring in your best customers and create exponential growth for you because they have that magical gift of getting people to buy.

Topics: Sales

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Marketing: It's More about You than Your Customers

“We need more sales.”

At some point during the life of your business you've probably uttered these words. For most business owners these words have become a part of their regular vocabulary. Without sales, there's no business. The employees need to get paid, the lights need to stay on and most companies are looking for some level of growth. I get it.

Topics: Sales, Brand, Marketing

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How to Stop Wasting Time in Your Sales Calls

You know what a bad sales call feels like. The aimless small talk, the thinly disguised attempt at ‘relating’ to you, and the ever-present background anxiety of the sales person desperate to meet their monthly quota. All you wanted was a real conversation with a real person to help you make an informed decision. Now think about your business (and your sales numbers). Are you giving your prospects a sales experience like that?

Topics: EMyth, Sales

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How To Make Your Small Business Blog Really Shine

Is your blog getting you down? Do you wonder whether it’s worth all the effort, whether people are really getting something from it, whether you’re “doing it right”? Maybe you think you’re not a writer, or you simply feel like you don’t have the time to write with all the other demands of your small business.

Topics: Sales, Brand, Marketing, Technology

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Manage Yourself First

Your business plan is based on increasing revenue. You're looking forward to more revenue creating more profit. And with the increase in cash flow you'll finally be able to hire more people so that your struggles will ease and you will finally be able to get free of the technical work.

Topics: Sales, Leadership

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You Aren't Scalable - How To Turn Your Personal Passion Into A Thriving Business

Passion and drive go a long way. There were 5,000 little things you did to survive in the face of long odds of small business success - the late nights, juggling expenses, praying for new customers. You leaned on that passion and drive to get through - and it worked.

Topics: Sales, Strategic Planning

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The “G” Myth … Why Business Growth Doesn’t Come From Increasing Sales

You grow a business by increasing sales. That simple assumption is the default way most businesses operate - especially small businesses. While this thinking is almost always wrong, the real problem is that it can easily take you further from the two goals you're probably really after, which are (1) increased profits and (2) to feel more in control of your business and your life.

Topics: Sales

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