The 3C’s to Win More Business with Virtual Selling 

The in-person meeting has so many intangibles that a virtual meeting will never provide to the seller. The first is the acceptance of an in-person meeting. People usually are somewhat sold on doing business with you if they have opened their doors and are willing to shake hands with you in person. When in a meeting, you can read body language and, most importantly, have the buyer’s undivided attention. As sellers, we first started fighting for the buyer’s attention during in-person meetings when glancing at your smartphone became the norm, No matter how you prepare, it is hard to keep people […]

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Growing Sales During COVID19 Part 3

New sales will be slow as organizations review their cash flow and reallocate budgets based on their new environment. I am posting three short blog posts on how to grow revenue in this environment. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity for growth In part 1, I suggested the best way to utilize unused current contract value with your clients. In part 2, I reviewed the steps to secure or move forward outstanding business. In part 3, I will discuss how to build your pipeline during this time. After watching the Tiger King, I am […]

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Growing Sales During Covid19 Part 2

New sales will be slow as organizations review their cash flow based on the new environment and reallocate budgets. I am posting three short blog posts on how to grow revenue in this environment. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity for growth In part 1, I suggested the best way to utilize unused current contract value with your clients.  In part 2, I will discuss how to address opportunities that were in the final stages of closing before the quarantine.  Pandemic or not, the longer an opportunity stays open, the lower the probability of closing […]

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Growing Sales During Covid19 Part 1

This is part 1 of a three part blog focusing on growing revenue during the Covid 19 pandemic and aftermath.  New sales will be slow as organizations review their cost allocations based on the new environment and new budgets. I am posting three short blog on how to grow revenue in this environment and ensure that you are part of the new budget. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity growth   Talking to my clients, I have noticed two things: The sales team’s workload is slow The operations teams are busy   […]

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The 3 Keys To Managing A Remote Sales Team

In my twenty-plus years working in sales and sales management, I cannot recall a stranger time to make sales. As we work together to contain the spread of the Coronavirus, sales managers are now operating a remote sales team, which requires a different set of skills than managing an onsite team. After being a work-from-home seller, along with managing satellite locations and in-home sellers, I wanted to share a few tips I have learned over the years.  The first step is to understand the difference between a workday and productive work. According to the Bureau of Labor Statistics, the average […]

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