Performance Press
Pulling Financial Levers for Better Operations
As I explain in The Entrepreneurial Journey, there are five financial levers that sales professionals must control in order to run their firms smoothly. Product and service mix - Do you offer a wide range of products that satisfy every client's need? Size of sale - Determined by the markets you operate in. Some are more profitable than others. Number of sales. You need a process to track [...]
Make Yourself Relatable
It's a common theme in sales industries: No one likes to be sold, but everyone likes to buy. As a business owner, how can you be successful in acquiring clients without making meetings feel like a sales pitch? Make yourself relatable, listen to the prospect and strive to be genuine in every interaction.I recently came across a conversation on LinkedIn discussing the best practices of sales, and I [...]
Building Trust After the Sale
At The Covenant Group, we work with entrepreneurs to teach them how to build trust and client capital at every stage of the relationship.This is needed not just during the business development and sales cycles - which include setting your mindset, targeting prospects, engaging them, committing to ongoing service and expanding your operations - but also throughout the time the person is your [...]
Dripping On Your Pipeline
Have you ever seen the impact a leaky faucet can make on a bar of soap? After a while, the small drops of water can leave a significant dent in the soap bar. That same effect can be seen when marketing to prospective clients through a slow but steady flow of email communications, phone calls, articles, events and other promotional efforts.It's likely you have quite a few prospects in your sales [...]
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- Business Management
- Strategic Planning
- Entrepreneurship
- Resource Management
- Client Relationship Management
- Brand Management
- Effective Sales Strategy
- Corporate Social Responsibility
- Systems and Processes
- Strategy
- Structure
- Financial Management
- Family Enterprise
- Networking
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