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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…

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…

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…

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…

Sales Answer Man: Why Unique Value Sales Require Ambition and Drive

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…
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