Is it an understatement to say that sales leadership is only about leading the sales team and managing the process? Let’s add, creating goals for client development. And don’t forget, helping the sales team to be successful in a changing marketplace. There are also two other areas that should be included in the list. The […]
When you first meet them, they are charismatic, curious, and always ready to help. They excel at developing relationships and use them to leverage what they need to succeed. They often view the rules of engagement as suggestions, or meant for someone else. And, they can often be the top sales producers in the company! […]
It’s important to differentiate your strategy between existing customers and prospects. In one case you are looking for both retention and growth, in the other you are asking them to change their buying habits. The role of the sales leader is to be available to learn, teach and coach the team on what is […]
The rate and pace of change in customer buying behavior and in your print capabilities has accelerated. As you examine the relationships you have with your best customers today, take note of the things that may have changed over the last several years and what you can learn from them. Also look at the strategies […]
Learning from your customers can lead to better account retention and new business opportunities. The first thing to learn from your customers is why they selected you in the first place. They had many choices, including the option to stay with the incumbent supplier. The second important area to learn is why they stay on […]
Sales, sales, sales. As the economy begins to take off, you are doing all you can to win your share of the business. How is that going? Granted, business in your region may not be at 100% yet. And as time goes by, there may be parts of the business that never fully re-emerge. But […]
I encourage you to re-visit Your Sales Team, Today and Tomorrow and Re-Think Your Sales Approach, Part Two. These two posts were based on a premise that the markets have changed and your customers have changed — can you say the same about your sales efforts? These were written pre-pandemic. You could certainly identify many […]
Everyone wants to capitalize in the market rebound and participate in the economic recovery, right? Time and attendance will not, by themselves, ensure full involvement with these improving business conditions. And while the glimpses of better times can serve as a healing lotion for those who have endured difficult times, there is still some heavy […]
How many of your top 15 accounts are from customers you brought on board within the last 18 months? It’s understood that many of your customers will be just fine post COVID-19. It’s also understood that a select group will struggle to find their way back to their pre-COVID-19 ways. Finally, and unfortunately, you’ll have […]
Most management meetings include a recital of the latest Key Performance Indicators (KPIs) for the business. As they are read out loud, some take notes and others nod their heads. A few questions are asked and once complete, the meeting proceeds to the next agenda item. Wait, what just happened? If you run a company […]