5
Aug

Growing Sales Inside Your Existing Customer Base

Part of developing a sales process is determining what roles each of your business developers will play. Some people are hunters of new business from new accounts; others are good at growing business within existing accounts; others provide service. Some people are required to play all three roles. In this one hour presentation we will discuss different models in the

Read more

5
Aug

Will Your Revenue Increase in 2008?

A large percentage of companies plan to maintain the current sales and marketing program but expect a stronger result next year compared to this. Some companies will improve execution of the plan and they will see stronger results. However, if you really want to increase the odds of hitting the new year’s revenue target you should be strengthening the program.

Read more

3
Aug

The XYZs of RFPs

In last month’s column, “The ABCs of RFPs,” we talked about the myths and realities of requests for proposals (RFPs), which seem to be on the rise. We told the story of a firm that lost a major potential engagement, even though after the firm’s presentation the prospect had assured the firm’s partners they would be awarded the business after the

Read more

3
Aug

The ABCs of RFPs

Recently, we’ve been getting more questions in our consultative selling training course, FOCIS®, about how to handle requests for proposals. The number of RFPs received both by companies and professional services firms seems to be increasing. How can you maximize your chances of winning? Here are two myths about RFPs and three realities we believe can help answer that question.

Read more

3
Aug

Show and Tell or Ask and Listen?

Why do you think Chicago lost its Olympic bid? There’s a lot of speculation, as you know, and not just in the Windy City. Michael Jordan didn’t step up and Pele did. President Obama left after his “pitch” instead of waiting for the results, snubbing the process. Backroom deals were in the works, and Chicago was still at the front

Read more

3
Aug

Productive Strategies Can Help You Discover Sales Growth

Most companies can’t identify which factor in their sales and marketing mix would, if changed, result in the most increase in revenue. Frankly, we don’t know what your number one sales challenge is either.. We do, however, have a process for figuring it out. While helping hundreds of companies we have found: Some need strategic help; otherstactical Some need a marketing plan; others

Read more

3
Aug

“News” on Persuasion

The Chicago Tribune reported today that a consultant in California is gaining fans in the legal world for breaking the mold with his “frighten-ingly powerful” PowerPoint presentations. The article on the front page of today’s Tempo section correctly reports: Images are more powerful than text Using a creative artist to story board the message is powerful Dramatic visuals should replace boring pie

Read more

3
Aug

The Hunting to Farming Ratio in Business Development

How much time do you and your sales people spend hunting for new accounts v. “tending the soil” (farming) for existing customers? Do you think the balance between the two is optimum? or in line with your stated objectives? How much would revenue increase this year and next if the balance was adjusted to an optimal level? The best balance

Read more

2
Aug

How Do Top Salespeople Build More Business Faster?

Do you rate your ability as a business developer as high as you rate your skill in your area of expertise? If not, you’re probably not reaching your potential for successfully landing new clients and expanding your business with current clients. You need to improve your “batting average.” You can be making more sales to clients and prospects alike. How

Read more

11
Jul

Selling’s Sweet 16th . . .

During the past few years our firm has built an inventory of ways sellers can create value for their prospects within the consultative sales process-that is, before the sale actually occurs. In a transactional sale, the sales person focuses on price, delivery, and basic terms. But a consultative sale is more complex: The amount is usually high. The risk to the

Read more