I’ve been talked quite a bit on previous posts about using a CRM so it only seems fitting to remind everybody that any sales tool is only as valuable as the accuracy of the information that has been put into it. Frankly, before investing in any CRM for either yourself or your team, I think that you need to ask yourself some critical questions. As a manager, what do you hope to get out of this? As a sales rep, what do I hope that this will help me with? Are we doing this to increase sales, manage salespeople, or both? What other applications need to be integrated? Accounting? Case management? Outbound telemarketing or email campaigns? The list goes on and on. Will this tool need to be accessed and maintained remotely or is it strictly desktop? Best to answer these questions now because there are a lot of solutions out there and they all come with different capabilities and price tags. Continue reading “Garbage In = Garbage Out – Sales Forecasting”
Category: Sales 101
I See Dumb People
I was going to title this something else and then I found this cartoon which says it all (smile). I have written a bit on this topic before and I am warning you ahead of time that this may come off as a “rant”. Fact is, this post is born out of both frustration and a sincere desire on my part to see folks achieve maximum success at whatever endeavor they choose to pursue. They say that “you get no second chance at a first impression.” To a large degree that is true but, I can guarantee you that repeated boorish behavior will firmly solidify that sad condition and leave for little, if any, hope of recovery.
I own and operate business to business networking groups so I perhaps tend to have a slightly more heightened awareness of these things. I have also been in B2B sales virtually all my adult life and I am pushing 57 right now. I’ve been around the block. As a sales person, I lived on referrals and made a very nice income doing so. While I no longer actively sell a product or service per se (other than membership in our groups), I never made a single cold call during the last 5 years of my direct selling career. I earned referrals by: Continue reading “I See Dumb People”
Leverage What You Have & Get What You Need
The inspiration for this post actually came from one of our NetWorks! Boise Valley members who was struggling with his decision whether or not to remain with his group. I’ve heard the arguments (excuses) many times before …. “I’m just not getting enough out of the group” or “The people in the group are not really the people that I need to be networking with. I need people (industries) more like …..” As it turns out, this individual consulted others and made the right decision to stay. I have no idea what pearls of wisdom he received but, here is what I have would have told him and others … Continue reading “Leverage What You Have & Get What You Need”
Musings On The “Six Degrees Of Separation”
Earlier this week I was contacted by a gentleman from another city who had been referred to me by a software company in still another city. He is going to be in Boise in a couple of weeks to facilitate an event that runs over that weekend. Not knowing anybody here in town, he was hoping to get connected to some folks where both he and they might benefit from such a relationship. I was more than happy to assist. Connecting others is what I do. Continue reading “Musings On The “Six Degrees Of Separation””
NetWorks! Boise Valley – Investment or Expense?
Basically, my entire business career has centered around sales. I have managed local and regional sales forces. I have owned or partnered in businesses. I even taught salesmanship at both the university and business levels. I know that NetWorks! is a great investment and have every confidence that our members will echo this sentiment.
Your investment in NBV is $348 per quarter which works out to $29 per meeting. For this investment, you will receive ….
- A meal valued at over $12 which means that you are now only investing $17 per week to attend. Do you eat out at least once per week? Why not do it with us?
- You will invest your business lunch hour with 15-20 (or more) other business professionals who are committed to helping you increase your revenues. It’s like taking 15-20 clients out to a business luncheon each week and they all pay their own way. How can you beat that?
- Every new member receives a free behaviors and motivators assessment and a LinkedIn profile review. Together these services are worth $322.00 after your 25% discount on my additional services. You will also receive an annual free company workshop valued at $225.00.
- Check with your accountant but, your dues should be tax deductible. In full. Now let’s work those numbers. In a 30% tax bracket your $29 becomes $20.30. Take away even $12 for the meal and now your total weekly investment is under $9 which is roughly equivalent to two lattes or adult beverages.
- You will be featured and publicized on our website as well as through a variety of social media channels. Free advertising and marketing services.
- You will not be asked to be President, Secretary-Treasurer, of Sargent of Arms. I will do all that for you.
- While we are a business group and not a social one, your dues investment also covers any social events.
Continue reading “NetWorks! Boise Valley – Investment or Expense?”
25 Customer Retention Tips Via NetWorks! Boise Members
There is a very old adage that says “it is 10 times more expensive to find a new customer than it is to maintain an existing one.” Not only do I believe this to be very true, I believe it to be even more true today. With the condition of our economy, our good customers are exhibiting behavior today that I have rarely seen in the past.
When times are good, most of us will happily continue along with the vendors who we have traditionally done business with and who have generally met our expectations. But times have changed and many folks are now deciding that perhaps a little investigation of the alternatives available may be prudent. Do I really need “best” when “good” or “better” will do? Having worked in construction related industries, I can tell you that right now it seems that everything is on sale. It’s a great time to buy and most people know that. Continue reading “25 Customer Retention Tips Via NetWorks! Boise Members”
I’d Love To Give You That Referral …. But
I have been incredibly busy this past week getting everything put into place for the launch of our third NetWorks! Boise group on January 5. This will be a Tuesday breakfast group code-named … Sunrise. How original (smile). Oh well, it works. I’ve been thinking about the topic of this post for some time now and, in fact, it was originally created on one of my Posterous accounts that I don’t really promote as of yet. Still, the topic is timely. If Christmas is about “giving”, it only makes sense that I see so many “takers” these days (smile). Here is the original post in its entirety and please have a fun and safe Merry Christmas and New Years!! …..
Referrals are the “holy grail” of all networking activities. When you are provided with a referral, there is a better than average chance that, if anybody gets the sale, it’s going to be you. A good referral is like gold. Money in your pocket. It can range from “Please use my name” to “They are expecting your call” to “I’d like to take you out and introduce you to …”.
Now, let’s take a moment and think about that person who is providing you with this referral. If I give somebody a referral, I need to do so with 100% confidence that:
Continue reading “I’d Love To Give You That Referral …. But”