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The Last Month of the Year
GRATEFUL for YOU
In this Thanksgiving week in America the conversation turns to Gratitude. What am I grateful for? How am I fortunate?
The original Thanksgiving had the Pilgrims grateful for making it through the tough winter and grateful for the friendship and partnership with the Native people who helped them to learn how to live in this New World. I love that as Americans we set aside a day to be present to what we are thankful for, big and small. And that we share this day with loved ones over a special mea…
Delays and Communication
We all wish it was different…that special orders could be placed and received within a couple of months.
We all wish that price increases didn’t accompany these delays…and yet they do. What we can stop wishing for and start acting on are the communications that need to happen with the customer.
If it’s not a habit to send monthly emails to your customers who placed a special order, make it one. Start by telling your customer (in their thank you note) that they can expect to hear from you every…
Ch-ch-ch-changin’
Virtual Selling
For sales professionals, everywhere
Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added
19. Retaining current customers is 6–7 cheaper than acquiring new ones
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 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 13 of 20: HubSpot Sales Statistics…With Secret Sauce Added
#13 78% of sales reps who use social media outsell reps who don’t
It’s crucial for sales reps to be easily accessible. Having active social media profiles is a great way for your reps to connect with prospects and customers.
Salespeople Put this action on your weekly calendar and don’t rely on memory or instinct to guide you to do this. Talk to other salespeople (in other industries, and in different B2B or B2C sales positions) about what they are doing and what they are achieving with socia…
Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added
7. 80% of sales need at least 5 follow-up calls after a meetingAs 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 …
High Impact Actions
For sales leaders, everywhere
Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are measurable, all matter, and all have specific actions to increase them.
There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close…
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