Author: Dan Stalp

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…

Sales, December 2021, Expert Advice

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…

November 2021, Expert Advice, Sales

Sales Answer Man: How to Grow Your Business Beyond Start-Up

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…

October 2021, Expert Advice, Sales

Sales Answer Man: How to Get Great Referrals

Q: I’m doing a really great job of getting referrals from my clients. Are there other sources of referrals I might be overlooking?  A: Congratulations on your success getting referrals from your current clients. As with most behaviors, though, there may be room for improvement. What if you scheduled a meeting with your clients about not only receiving referrals from them – but also giving referrals to your clients? It’s…

September 2021, Expert Advice, Sales

Sales Answer Man: How to Go from an Excellent Sales Producer to a Sales Manager

Q: I have been a sales producer for the past year and will likely have some additional responsibilities in sales management in the next few months. What competencies will I need for that role versus my current one?  A: You are wise to give this thought before the change occurs, rather than after.  It’s unusual to find someone who is an excellent sales producer and equally competent as a sales…