Question: When I sell a large client, my focus is on the project and the client. Once the job is complete, I find myself with little or no sales pipeline. Any suggestions? Answer: Your question may be deemed by some as “a good problem to have” because you did land and complete the work for your large client. Having said that, it’s still a problem… I have a couple of…
Question: I have a sales quota and sales management responsibilities for three other salespeople at my company. Sometimes I feel out of balance. Any suggestions?  Answer: Your question reminds me of many entrepreneurs I work with. It can feel like you are attempting to spin multiple plates on a stick – all at the same time. I would suggest you use the “Ben Franklin” method of drawing a line down…
Question: How can our sales professionals use our customer relationship manager (CRM) software more effectively?  Answer: CRM software is only as good as the people using it. Companies often spend tens of thousands of dollars, only to have their sales professionals not input anything. This is a double negative to the person who wrote the check (the owner). Here are some of the reasons why management purchases CRM software: Create…
Q: My husband and I recently started a company offering chaplain services to employers. Most employers do not provide this service to their employees, do not know it exists or have not set aside a budget for it. Any ideas on how to qualify which companies will find money for our services and not waste time with the ones who won’t?  A: Thank you for your question. I love this unique…
Q: How do we transition from a start-up business to an emerging business?  A: Congratulations on starting your company, growing your company and wanting to continue to expand your company!  Many start-ups want to get to a certain point to either “get comfortable” or sell. For those who want only to get comfortable, once that happens, you are already falling behind, let alone growing! Can you imagine any company saying…