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Slipcover Lessons
I started this project about a month ago, although how much time it was going to take to complete the project remained an unspecified mystery. Since this was the first slipcover I ever made, I spent time researching HOW to do this so that the result would be respectable. The ticking stripe fabric was a couple of years old, because I originally thought I would have someone do the work for me. But the pandemic arrived and my travel schedule slowed…
Ch-ch-ch-changin’
Part 20 of 20: HubSpot Sales Statistics…With Secret Sauce Added

20. An average company loses 10% of its customer base every year
Don’t be discouraged! This is just a lesson in prospecting and staying ahead of your sales pipeline. Stay active and continuously reach out to new prospects and past clients to keep your pipeline full and your team looking ahead.
Salespeople
Simply put, keep prospecting and don’t take it personally. If you lose more than 10%, you might want to explore further to discover why that is. However, if you ask for referrals, market cons…
Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current customers happy than to spend time finding new ones.
Salespeople
Is follow up a scheduled part of your weekly sales actions? Do you ask ‘What’s next?’ with each sales opportunity that closes? Like asking for referrals, staying connected with current clients is low hanging fruit (I dislike that phr…
Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Take the time to listen. Too many buyers complain that salespeople do not fully understand their needs and problems. You cannot sell a solution for a problem you don’t know about.

Salespeople
It is said “Customers don’t care how much you know until they know how much you care” and listening deeply is a fundamental skill for every salesperson to take on as a process of continuous learning. Forever. Take it on as a practice, l…
Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added
A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

Salespeople Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or languag…
Part 10 of 20: HubSpot Sales Statistics…With Secret Sauce Added
10. Mobile sales make up 30% of all US eCommerce
Making website material mobile-friendly and having trained salespeople ready for web sales is crucial to your bottom line. If you’re not keeping up with the mobile and tablet movement, you will be left behind.
Salespeople
Consider getting a second line on your phone so that your customers can call you, or become facile with your tablet so that you can use it for sketching, web searching your competition, scheduling appointments, etc. If you aren’…
Part 9 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Customers who contact you via your website expect a quick response. Leads and questions that come through your site need to trigger a response instantly within your sales team.
Salespeople This role isn’t a fit for EVERY salesperson. They need to be skilled in technology, persistent in their communication and closely tied to the marketing department so that they can participate in creating responses that are…
Part 8 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Communication between sales and marketing is so important—it’s a main component of sales enablement. Marketing templates and documents need to be easily accessible and customizable.
Salespeople
I listen to salespeople who regularly show their resistance to ongoing communication with prospects and clients as “What am I going to say or send them? The marketing department manages email blasts….” In a time when retail showrooms need to…
Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.
For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to …
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