Category: Sales

January 2022, Expert Advice, Sales

Sales Answer Man Question of The Month: January 2022

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 Question Of The Month: December 2021

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 Question Of The Month: November 2021

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…

August 2021, Expert Advice, Sales

Is Your Social Networking Not-Working?

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…

July 2021, Expert Advice, Sales

Sales Answer Man Question of the Month: July 2021

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…