Author: Dan Stalp

Expert Advice, May 2022, Sales

Sales Answer Man: Why Partner with An Agent?

Question: I am an established agent with a national insurance company.  While I am clear about my strengths and weaknesses, any advice on how I can take my business to the next level, by partnering with another agent?  Also, any ideas how to efficiently find the right partner? Answer: Congratulations on succeeding in a business where many agents don’t after the first year. I get the feeling you are open…

April 2022, Expert Advice, Sales

Sales Answer Man: How Do We Encourage Our Clients to Give Us Referrals?

Question: We have hundreds of satisfied customers. How do we encourage our clients to give us referrals, and should we establish a formal reward system for referrals? Answer: You are wise to focus on referrals – they are the life blood of any sales organization. I am curious - do you need to encourage your clients to give more referrals, or do you need to encourage your salespeople to ask…

March 2022, Sales, Sales and Marketing, Smart Strategies

Sales Answer Man: How do I Keep My Pipeline Full While Servicing Existing Clients?

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…

Expert Advice, February 2022, March 2022, Sales

Sales Answer Man: How Do I Manage Salespeople and Meet My Sales Quota?

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…

January 2022, Expert Advice, Sales

Sales Answer Man: Why You Should Love Using a CRM to Increase Sales

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…