#howisell

When to Hire a Sales Consultant

Michael Davis of Savid Technologies hired a consultant to improve sales. Michael Davis knew it was time for a change. Although he had hired two salespeople, handling sales was still taking up most of his workday. That left precious little time for Davis to focus on other aspects of running his business, Savid Technologies, an IT security consultancy in Chicago. “I knew I could close deals,” says…

8 Ways to Boost Sales of Your Small Business Services

Struggling to differentiate your businesses’ services against the competition? Hoping to close more sales, but not sure how to do so with your limited resources? Here are eight surefire ways to increase your small business sales. Narrow Your Target Market Focus in business is everything, but doing so is often hard for small businesses owners who worry that narrowing down their target market will…

7 Ways You Can Ruin Your Business!

  1. Not building a management team that can run the company without you. You hire managers, but don’t empower them. You are still making all the important decisions and everyone in the company knows it. This keeps you at the center of attention. This may feel good, but you are the weak link in building a strong company. Save your company: Have monthly meetings where managers take responsibility…

Former Athlete Helps Businesses Improve Sales Numbers.

  “A small business without a sales strategy is usually gone in three years,” says Jeffry Graham. That’s one reason he recently brought HowISell.com to Bellingham. The new company’s goal is to help small businesses improve sales numbers. A former professional athlete, Graham has spent a decade helping small businesses survive, and then expand and succeed. Under Jeffry’s guidance, numerous…

6 Sales Secrets to Turn a Rookie Into a Sales Superstar.

1. Make continuous learning your personal mission. I remember catching a ride with one of my sales managers one day. I was surprised that throughout our ride, he never played music, as I would have done were I the one driving. Instead, he plugged in an mp3 and played a particular talk. It was a huge lesson and I followed suit immediately. To be a sales superstar, you need to learn every day. The…

How a Sales Coaching Program Can Grow Your Business in Turbulent Times

Selling is hard work. Even though the economy is showing signs of turning around and sales organizations are ramping up their efforts, there are still significant challenges to overcome. Sales representatives are taking on bigger territories, facing higher quotas, and making more customer contacts than ever — but according to my company’s study, fewer than 55% of sales representatives make quota.…

How to Prospect for New Customers

1. Get a decent list of prospects. Ideally, you want to be prospecting for customers who are already likely to buy. To do that, draw your list of prospects from the following sources in this order: Referrals. People whom your existing customers have contacted and suggested that they get in touch with you. Networks. People whom you’ve connected with personally at industry events or online via…