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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…

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…

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…

Sales Answer Man: How to Maximize Your Social Networking for Better Results

Many sales folks I visit with consider social media just another “mouth to feed.” What I am about to share with our readers is the “sales side” of social media. I’ll start with a true story. From 2008 to 2010, I was part of a prestigious Top 10 group comprised of 12 like-minded business owners and sales professionals who met once a month at my training center.  Our homework each…

Sales Answer Man: 23 New Clients in Three Months! How to Manage Success

Q: I recently launched my new company and am thrilled with 23 new clients in three months! Who should my next hire be: a sales professional or support staff? A: Congratulations! What a great “dilemma” to have so quickly. Most readers are probably assuming they know MY answer to your question already since this is a “Sales Answer Man” advice column. Well, that’s not the answer I’m going to give…
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