Blog
Turning Sales from Loss to Profit: In Conversation with V.P. of Sales at StackTeck Systems Inc.
What is a sales leader to do when business is at a low point in terms of morale and profit? As they say, “the best defense is a good offense”. Integrated Sales training and coaching is the answer. It puts “process” into the sales cycle and gets results using...
Customer Conversations: Create A Premier Customer Experience
Other than your sales team, who else is talking to your customers and how often? Is it your customer service team, engineers, technicians, drivers, or accounting team? If you are looking to expand your sales and loyalty with your customers, you don’t have to expand...
Buyer Expectations – Cracking the Code
Different buyers, different styles and a different set of expectations each time. How can you successfully navigate a challenge like that to earn more of your buyer’s business? Recently, I had the opportunity to go on a ride-along with a few sellers from different...
Know Your Ideal Client Persona
Who is your ideal client persona? It's important to be crystal clear on who this is for you so you know whom to target. Typically, a persona refers to the social role one wears, but it's derived from Latin meaning a theatrical mask. Interesting definition considering...
Are You Taking Advantage of the Subsidized Funding from the Canadian Government?
They say nothing happens until a sale is made - and it looks like the Canadian government knows that this is exactly what is needed for the continued growth of its businesses and the economy. In 2014, the Canadian government launched the Canada Job Grant (CJG)...
Creating a Hot Prospect List
We are big advocates of implementing ways to work smarter rather than harder in all aspects of business. One area you will want to apply this technique is when you are deciding which prospects to add to your weekly prospecting list. If your current strategy involves...
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