Does Your CRM Need a Reset? Part 2: Leveraging the Data
Get ready for part two of ‘Does Your CRM Need a Reset?’! In the first post, I identified businesses that are in your database that need to be reclassified. If the data isn’t setup
How Much Time Is Wasted On Your Phone?
I have always loved the summer. The last day of school was the best day of my life other than the birth of my kids and when I got married of course. Why did I
How to Lead Your Sales Team Through Tough Changes
Leadership can drive significant change in a business, but the success of new plans and growth strategies depends on how well your employees embrace and implement these changes. Picture this: You’ve devised a brilliant plan
How to Deal with High-Maintenance Salespeople
You’ve seen them on real estate reality shows. There’s one in nearly every office across America. Salespeople who are difficult to deal with. The problem is, they are usually the performers in the company, too.
3 Things a Sales Manager should be doing…
Sales Managers don’t manage people but manage sales energy. Both yours and your team’s energy. Being aware of how and when you have conversations is important. Tough conversations are approached best at the end of
A Proven Process for Turning Angry Customers into Advocates
Many companies don’t pay enough attention to answering customer calls quickly and nicely. But those initial five seconds can really shape what customers think of your company. Think about it: if I call different companies,
Recruiting New Salespeople? Don’t Skip These Steps.
It’s time to re-evaluate the way you hire. Even if your hiring strategy is just a few years old, you’re likely missing out on valuable prospects. Hiring great salespeople in 2015 requires tapping into the
How to Create a Sales Strategy You Can Stick With
Sales strategies are like New Year’s resolutions: Everyone makes them. Everyone tries to follow them. But eventually, they’re forgotten. There are two reasons for this: unrealistic expectations and a failure to adapt to change. Luckily,
Missed Calls Equal Missed Profits
Back in the day, if your toilet backed up, the first thing you’d do is pick up the Yellow Pages. You’d thumb your way through the plumbers section, find the nearest candidate and pick up
Hiring Sales People That Succeed with Robert Hartline
Recently I had the honor of being interviewed by Josh Denning on the Tropical Entrepreneur podcast! We had a great time chatting sales and specifically, talking about some of my best strategies for hiring great
