Sales Tips

Medical Device Reps: The One Thing to Focus on That Makes All the Difference

Doctors are bombarded with medical equipment sales. To the physician, all the pitches sound the same. Sure, they might have personal preferences — just like some of us prefer Fords and others only buy Chevys. They know there are strict regulations ensuring their DME is diagnostically sound. Maybe some features make your product a notch above the rest, but the equipment is overall very similar. What makes the difference? No, it’s not the equipment itself. No, it’s not the quality…

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February 5, 2019
Sales Tips / Sales Tracking

How Is Your Field CRM Sorted?

We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but put lists in sequence. But chances are your customer relationship management system has your clients listed by name or by number. Why? Seriously. Why?! Are the A's your best clients? Does their phone number or account number make them easier to call? No. So why…

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November 7, 2017
Sales Tips / Sales Tracking

How to Use a Sales Tracking App for Farm Equipment Sales

You’ve got to make hay while the sun’s shining if you want success in farm equipment sales. And if you’re in the business, you know how true that is. Farming is seasonal — which means selling to farmers is seasonal. If it’s harvest or planting time, you can kiss your chances of reaching clients (or prospects) goodbye. Too Much to Do, Too Little Time Selling to people who work seasonally leaves you with a limited time to reach all your…

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October 17, 2017
Sales Tips

4 Ways Auto Glass Salesmen Can Make Their CRM Work Harder for Them

In the auto glass industry, you can’t create sales. You can’t increase sales by closing deals. Unless you go out and smash windshields, you can't generate a problem to solve. You’ve got to wait for something to happen. The waiting game can be hard. After all, in auto glass sales, success depends on how well you can sell to professional sources, like auto shops and insurance agents. And it’s tough to make the top of their list. Maybe you have…

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August 22, 2017
Sales Tips

3 Keys for Keeping Sales Leads Fresh With a Sales Tracking App

I’m a multi-tasker. And because of that, I love Audible — I can listen to a book while doing just about anything. But recently, there was one book I was ready to read that wasn’t on Audible, so I picked up the hard copy. I hadn’t finished page one before I got distracted! Why? My attention span is short. But it’s not just me — it’s all of us. Now, in our instant gratification culture, even a goldfish has a…

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January 10, 2017
Sales Tips

How the Right Mobile App Can Skyrocket Your Auto Glass Sales

Would sales call software make a difference in your sales? Sometimes apps seem more like a convenience than a necessity, but the right sales app can change your game completely. Why? It actually gives you information and protects it like no spreadsheet can. People only buy auto glass when they have an accident, right? When people need a new window, they call their insurance agent, not the auto glass company. So you face a unique challenge of influencing the referrer,…

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July 19, 2016
Sales Tips

Follow-Up Emails: When Should You Stop Pursuing a Prospective Client?

Any good salesperson knows they have to follow up to get a response. Only 2% of sales occur at the first meeting, and if you didn’t follow up with prospects persistently you’d never meet your sales goals. But when should you stop pursuing a client? How do you know if it’s time to move on? Spoiler alert: it’s probably not. Before You Call It Quits Remember, buying decisions are event-based. Whether it’s pain points or circumstances, the conditions have to be…

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July 5, 2016
Management Tips / Sales Tips

Looking For A Sales Lead Tracking App? Use This Checklist

A sales lead is like a banana: Once it’s peeled, it goes bad quickly. Unlike the banana, leads can be costly and you don’t want to let any of them slip through the cracks. That’s what lead tracking apps are for. A lead tracking app gives you the ability to see each lead and who’s called them. When you’re considering which lead-tracking app to download, you want to be sure your selection offers several essential features. After all, new leads…

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October 27, 2015