Sales

Sales is one of the biggest fears and challenges of small business owners. Here is our collection of our best sales tips, tools, templates, how-to guides and more for small business!

Ideal Client Discovery

Ideal Client Discovery

Do you have a favorite client? Do you have a not-so-favorite client? With the EnMast “Ideal Client Discovery” exercise, you can learn how to attract more ideal clients so that you don’t have to waste your time with those no-so-ideal clients. This exercise starts with some self-reflection and moves toward implementing an action plan that

4 Questions That Will Help You Turn a Lead to a Repeat Customer

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One of the big success points for small businesses is having their first repeat customer or client. But how do you do that? Brad talks about how you need to dig deeper — look more at the “WHY” behind your business, product or service. Again, how do you do that? Over at Business 2 Community,

Know your Sales Pipeline to sleep better

overwhelmed business owner

The phone rings. I glance at the caller ID; it’s one of my favorite clients. Picking up the phone, I greet her warmly; but her voice is immediately glum. “What’s the matter?” I ask. “I just got two new signed contracts.” “That’s fantastic, well done!” I’m still not seeing what’s got her down. “I sent

How to Combat Undercutting Competition

Bradley Derringer

As humans, we have an instinctive desire to be the best at everything. We want to make more money, have a nicer house and car, and better “toys.” But in order to have any of these things, we have to be more successful than our competition. When you’re jockeying for sales and customer loyalty, dueling

Are you ready to hire your first salesperson? Here’s how to do it

ready to hire your first salesperson

Hustle is your middle name. You’ve been pounding the pavement, dialing for dollars, and bringing’ home the bacon. All that new business activity has built some small success for your business — a few employees, a real office. The business is feeling like less of a struggle. All that is good. But this new growth

Is your sales approach from the 20th century?

swiss miss girl

No lie, the Swiss Miss girl showed up at my front door the other day. She had braids, the accent, that innocent look on her face – I mean, she was the whole package. Hello! How are you today? Fine. I am an exchange student from Europe, and I am going around the neighborhood to

Tips from the experts: Getting your marketing & sales teams working together

mike volpe

The CMO Survey® asked top marketers to describe how their companies structure the marketing-sales relationship. 7% stated that sales reports to marketing, 10.3% noted that marketing reports to sales; but most, 72%, have marketing and sales working together as peers. While this was published in the February 2013 issue of The CMO Survey, this has

The ONE thing that marketing and sales cannot do without

sales and marketing image

Brad Farris’ book Marketing & Sales: A Love Story illustrates how marketing and sales are interconnected. When they work together, stand back because great things are about to happen! But another strong relationship needs to exist, and that is the relationship that the marketing and sales departments have with company leaders. Without the strong support and trust of company

What really causes sales at your company?

what causes sales

Have you ever stopped to think about what causes sales in your company? Take a minute before you read on and write down a few things that come to mind. When you need more sales what can you, or your company, do more of? Did you say, “Answering RFPs” or “Writing Proposals”? You need to go back

Why sales is no longer the “big man on campus”

salesman

When I first entered the workforce (back in the eighties) sales people ruled the roost. They swaggered around the office like they were BMOC. Everyone knew that nothing happened if they didn’t “bring in the business” and we all respected them for it. But something has changed (OK a lot has changed) and sales people

What is the job of a sales person today?

sales hunter

It used to be clear what a salesperson’s job was. They would go out and hunt down prospects, close deals and then toss them over the wall for the team to turn into money. The salesperson was the alpha – the big game hunter. But the hunt has gotten more complex. While it’s never been

Marketing and Sales: A Love Story eBook

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Are your sales processes just not working like they used to? How about marketing? Not bringing in as many leads? Brad Farris wrote Marketing and Sales: A Love Story for business owners just like you! The tagline “How business’ most unlikely couple eventually hooked up” speaks to how marketing and sales’ roles have changed vastly