The Importance of a Lead-Conversion Strategy

If you lack a comprehensive lead-conversion strategy, you’re leaving money on the table. Every lead has an acquisition cost. But what’s the opportunity cost if that lead goes cold? It’s certainly more than the original investment – especially if that lead is lost to the competition. Lead management isn’t just about driving leads; it’s about maximizing opportunities.

Growing Your Sales Force

Are you looking to grow your sales force? Hopefully, the answer to that question is yes. The success of hiring the right candidate has everything to do with your company’s hiring process. We believe that 60% of success in business is having great people, 20% hard work, and the other 20% is having a good plan set in place.

Construction Industry Outlook

For Contractors, things are definitely picking up in 2014. McGraw-Hill Construction forecasts that total construction starts could rise by 9% next year to $555 billion, led by a solid housing market and improved opportunities in commercial building. Non-building sectors, especially electrical utilities, could drag on starts in the coming years.

The Quality vs. Quantity Dilemma

“Pre-qualify hard, close easy” – Bernie Cronin, President Sandler Sales Institute. There is a problem when companies with a traditional selling approach focus primarily on quantity rather than quality when it comes to building their pipelines. The challenge traditional selling companies face is they don’t know to ask tough qualifying questions up front, perhaps for lack of experience.

The Role of Leadership

Real leaders add value to their employees; they make them feel safe and confident while being fair, firm and consistent.” – Gregg Wallick. Company owners, VPs, and Sales Managers: do you feel like your job is to get people to work “for” you? Are you showing up to the office each day with the right mindset?

Managing Sales Effectively

“If you manage the behaviors, the results will take care of themselves.” – Gregg Wallick. Every person in your sales department, actually every person on the planet, has 168 hours in a week to be successful. Proper management of these hours is crucial for achieving targets.

Understanding Your Pipeline

I’m always surprised after asking company leaders what’s in their pipeline and they respond, “I… don’t… know?” What baffles me is how successful they actually are, despite their lack of efficiency and organization! Knowing your numbers is fundamental to greater success.

Dispelling Myths about Sales Success

“Don’t spill your candy in the lobby” – David Sandler. Most of us believe that if we are highly knowledgeable salespeople, we will be more successful. However, understanding your product is just one aspect of effective selling.

Defining Your Sales Process

What’s your company’s sales process? If you don’t have a strong answer to that question, then it’s recommended you begin mapping it out. Defining your sales process is as important to your company as an NFL football team knowing what offense they run or a cast on Broadway memorizing their script.

Financial Acumen in Business

Companies that are successful and well-respected in their industry share a common mentality: "the bottom line". Successful business leaders have a strong handle on how much money is being spent in each department. Smart leaders know where their money is working for the greatest return on investment (ROI).