LinkedIn is an Asset
Posted by Mworks740 • January 23, 2023
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 last several weeks I have accepted a connection request and received a message immediately – trying to sell me something. No attempt was made to… Read More
Small Business Failure and Some Thoughts to Avoid It
Posted by Mworks740 • January 11, 2023
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 of capital is seldom the reason for failure. Rather they say small businesses fail because they don’t have a plan for attracting new customers or… Read More
Best Sales Tool for the Insurance Industry
Posted by Bill Kiefaber • December 24, 2022
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 and provided better options to manage connecting with interested buyers. And one very effective way is LinkedIn. With LinkedIn you can even combine old methods… Read More
Up Front Contracts
Posted by Bill Kiefaber • December 21, 2022
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 if I’m giving free consulting and getting nowhere closer to a contract,” he said. “I’m not even sure this is a qualified prospect. I feel… Read More
The salesperson is the biggest differentiator in a competitive market.
Posted by Tom Heinmiller, Guest Blogger • June 23, 2022
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 to present our product. After several tests of this approach – I believe it wholeheartedly! Prospects want to know who to trust. A salesperson’s ability… Read More
Does cold calling still work?
Posted by Melissa H. • June 10, 2022
Cold calling is a key component of a company’s sales cadence, but the success rate of it is less than 3%. After seeing that statistic, your first question might be “Does cold calling still work?” The answer? It all depends on you, and how effectively you are approaching the prospect and the call. What is… Read More
Why Prospecting is Essential to Successful Selling
Posted by Tom Heinmiller, Guest Blogger • May 11, 2022
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 involving sales professionals much later in the buying cycle. This means that what made the salesperson valuable in the past no longer exists. Further, the… Read More