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Planning to Sell Your Business as Your Exit Strategy? Now is the Time to Evaluate Your Sales
- Posted by: Ruth Van Vierzen
- Category: Blog
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Selling one’s company is a common exit strategy for many business owners. But if preparedness to sell is left too late, those parts of the business that have been neglected can significantly affect the valuation and sale price.
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Shift Your Sales Conversations With This Simple But Powerful Technique
- Posted by: Ruth Van Vierzen
- Category: Blog
This communication technique benefits sales conversations in several ways. I encourage readers to apply this technique immediately in your next conversation. Notice the shift it causes in you and the person you’re speaking with.
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Does Your Sales Manager Encourage 360-Degree Feedback?
- Posted by: Ruth Van Vierzen
- Category: Blog
A well-functioning sales department will naturally have much more frequent employee reviews because the sales rep position is so performance-based and measurable. Sales reps are under a lot of pressure to hit quota…they know they are being measured, so communication around what is and isn’t working in the department is essential for growth.
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One of the Top Complaints of Sales Reps … and How to Solve It
- Posted by: Ruth Van Vierzen
- Category: Blog
It can take several months for a new sales rep to be fully onboarded into your company. And the longer it takes, the more money that sales rep is costing your business in compensation costs PLUS missed sales opportunities.
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How Contrary Thinking Fuels Growth During Economic Downturns
- Posted by: Ruth Van Vierzen
- Category: Blog
Sudden and dramatic change, while unsettling at first, can actually be an opportunity for creative thinking in business. Economic downturns can be a catalyst for examining new market opportunities, and taking an honest look at what’s working in your business, and what’s not.
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From Average to Superstar: How to Defy the Pareto Principle in Sales
- Posted by: Ruth Van Vierzen
- Category: Blog
When analyzing their sales data, many companies face the uncomfortable realization that the majority of their sales are being generated by a small percentage of their sales team. Like so many situations in business, the Pareto principle applies to sales in that 80% of sales are often generated by 20% of the team.
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Five Tips to Make Prospecting Easier
- Posted by: Ruth Van Vierzen
- Category: Blog
Prospecting is one of the sales tasks most avoided by sales people. But it’s also one of the most necessary to keep pipelines full, have new sales coming in, and avoid the risk of over-reliance on sales from repeat customers. Discover how to help your team shift into prospecting mode, instead of avoidance mode.
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SWOT Analysis for Sales: How to Benefit from this Simple Tool
- Posted by: Ruth Van Vierzen
- Category: Blog
SWOT analyses can be particularly effective in your sales organization. Done right, they generate productive brainstorming discussions that can drive decision making and next-step activity. They are also a great first step in developing a Strategic Sales Plan.
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When a Coffee is More than Just a Coffee
- Posted by: Ruth Van Vierzen
- Category: Blog
Now, to be fair, it was a different receptionist at the front desk. But is it unfair to expect that the new receptionist should also offer customers a cup of coffee? Or perhaps the better question is, “Is it fair to paying customers that the introduction of a new staff person should mean an interruption in customer service?”
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Why E-Commerce Companies Struggle to Compete on Customer Service
- Posted by: Ruth Van Vierzen
- Category: Blog
The challenge for e-commerce businesses is the lack of face-to-face contact. Brick and mortar businesses have a big advantage in this area. Just by being in front of a customer, you can more easily address their concerns in real time and thus minimize their frustrations.