Today I discuss the importance of investing in resources in order to help your sales team succeed. This includes three considerations such as investing in new ideas, training for your sales team and investing in tools such as new technology …Read More »

Here are twelve tips on how to prospect for new clients.

Testimonials are the most cost effective tool to aid in gaining new business. She uncovers three big myths that people have when it comes to testimonials and explains why they are inaccurate.

Build customers for life and building relationships throughout your entire organization with your client is of utmost important. Organizations should also develop a genuine interest in clients business and have a commitment from every department to provide a great customer …Read More »

The conclusion of our series on referrals. Listen to tips on creating a networking club and gathering personal details about your customers.

Today we share less assertive ways to obtain referrals including writing letters, thank you notes and sending gifts.

This is the start of a 3 part referral series. In part 1 I highlight starting a monthly advocate program and developing a culture of referrals within your own company.

The quality and quantity of your relationships will dictate your repeat clients. Asking for money every time you contact a client will erode the relationship. Asking personal questions or providing a client with extra value will help you begin a …Read More »

Salespeople must have to have a strong personal rapport with their clients. At the same time, your clients must build rapport with multiple team members inside your company.. Customer advisory panels are a great way to make your clients feel …Read More »

Today I share the downfalls salespeople make when dealing with difficult clients including; over communicating, thanking them for their openness, and offering them a resolution.