11 01, 2018

Hot or Not? An introduction to lead scoring.

You only have so many hours in a day, so your sales team should focus on the best leads. A core principle of effectiveness is based on the idea that there’s just not enough time to do everything that you want to, so you must prioritize your activities based on which ones will get you [...]

8 09, 2016

Do your salespeople have these six essential skills?

Today’s sales environment requires salespeople who can draw on more than just knowledge of facts and features to solve a prospect’s problem. Here are six skills, techniques, and traits that are indispensable... Expertise This should come as no surprise: know what you’re talking about! Often, prospects are better informed than salespeople. Sales conversations start much [...]

29 07, 2016

It’s the end of the month—how are your sales?

Without a well-defined and automated sales process, you’re essentially flying blind—you really don’t know how you’re doing until the month ends and you tally up where you stand. Having a well-defined sales process often spells the difference between failure and success. Do you know where the leaks are in your sales process? Automating your sales [...]

18 07, 2016

60 seconds with Dean Minuto…

Why did you choose to become a productivity expert? What could be more important in life than learning how to live? Here’s a little background: I started going blind when I was 17. This year, I qualified for a new surgery and a new implant that gave me my vision back. I’ve been blessed—and I [...]

25 05, 2016

60 seconds with Tamara Bunte…

Why did you choose to become a productivity expert? I’ve always been fascinated by why some people achieve extraordinary levels of success and yet others struggle. I wanted to know what separates success from mediocrity, abundance from scarcity, and happiness from depression. What was it that made some people rise above challenges and others hide [...]

13 01, 2015

7 Costly Mistakes in Sales Forecasting

With the arrival of another new year, many companies are already tracking their sales results against annual sales forecasts. Inevitably, some will discover that their sales results are not measuring up to the quotas and outcomes that they expected. Of course, conditions in the marketplace and customer behavior often dictate sales success or failure, but [...]

18 12, 2014

What are some online Christmas promotional tactics for small business owners?

Christmas is just around the corner, but there is still time for small business owners to leverage the season when it comes to sales. There are some last minute promotional tactics for small business owners that can measurably increase sales while also jump-starting customer loyalty and brand recognition. Email Marketing One of the most straightforward [...]

16 12, 2014

How To Get Referrals From Your Existing Customers

Too often, businesses overlook referrals. They expect referrals to take care of themselves, or they just don’t know how to get to them. But referrals are among the most significant sales tools at your disposal. They cost you very little to encourage and receive, and they should be a focal point for your business if [...]

4 11, 2014

How can this image make you more money? (It’s not what you think!)

It actually has to do with aligning your sales process with your customer’s buying process. Have you ever caught yourself in a routine? I recently realized that my day-to-day activities are far more dictated by habits and routines than even I realized. Last month I was at the rec. center for my daily swim session. [...]