Category: Sales Enablement
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LinkedIn is an Asset
I rely on LinkedIn in my business. But recently I have become concerned about the quality of the connection requests I am receiving. I can’t count the times in the…
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Small Business Failure and Some Thoughts to Avoid It
According to the US Small Business Administration, only 50% of the businesses started in the U.S. survive more than five years. The SBA goes on to say that a lack…
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Best Sales Tool for the Insurance Industry
Insurance sales representative send out mass mailings, attended networking events, conferences, fundraisers, and join country clubs all with the goal of building their book of business. Technology has changed things…
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Up Front Contracts
As I spoke with the owner of a small engineering firm yesterday, he talked about how surprises keep popping up in many of his meetings with prospects. “I feel as…
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The salesperson is the biggest differentiator in a competitive market.
I read a Harvard Business Review article awhile back that emphasized that as salespeople we must sell ourselves first, our company second, and only then have we earned the right…
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Why Prospecting is Essential to Successful Selling
Since the beginning of the pandemic, selling has become harder and harder! With the shift to more online interactions, buyers have become extremely comfortable with doing their own research and…
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LinkedIn Selling Class
We are excited to be hosting a session of our Welcome to LinkedIn Marketing: A Simpler Way to Prospect course on Wednesday, May 11 at 9:00 AM. During the three-hour session, we…
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Turn Conversations into Customers – Part 2
Last week in the first of this two-part series about turning conversations into customers, we talked about the importance of having a strategy to drive lead generation for your company.…
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Turn Conversations into Customers – Part 1
Generating leads and increasing revenue can be difficult and stressful, especially if you don’t have a strategy. However, even with a lead generation strategy, many can be ineffective because of…
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Impact Statements – A Redefined Approach to Selling – Part 2
As we discussed in part 1 of this series, an impact statement is a tool your sales team should use early in the sales process to get the prospect’s attention…
Can we buy you a coffee and hear your story?
We’d love to sit down over a cup of coffee and hear your story. Our treat. Ask Bill Kiefaber about a complimentary strategic planning session.
