Performance Press
Multitask Sales and Service
Staff resources can be tight, particularly in businesses that are just getting underway. Employees are charged with many different responsibilities and may have several different titles in a startup. Although that arrangement can lead to chaos in an organization, the spirit of collaboration and doing whatever is necessary to satisfy clients and boost revenues can also be extremely [...]
Your LinkedIn Profile Can Be a Marketing Tool
I have discussed LinkedIn in the past, mentioning it as just one of the many social media platforms that you can integrate into your marketing mix. But the professional networking website can serve as much more than a digital business card. When properly designed, utilized and leveraged, it can open up entirely new groups of clientele and expand your presence beyond the people who have your [...]
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 [...]
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