Sales: We All Have To Do It

Sales Strategies for a Covid19 Quarantine

By Jim Miley / April 21, 2020 / Comments Off on Sales Strategies for a Covid19 Quarantine

Do you have a sales strategy for the extreme business climate of Covid19 Quarantine?   Many business owners have had a hard time getting their head around how to adapt to our rapidly changing situation.  Social distancing, employee health and safety, working from home, stock market swings, cash flow concern, oil prices, un-employment, payroll… this crisis […]

Read More

The Best Way to Achieve Aggressive Growth Goals

By Sue Miley / August 22, 2019 / Comments Off on The Best Way to Achieve Aggressive Growth Goals

Why can’t you double your business in a year, maybe two?  Even if the economy is down or your industry is down, can you be expected to grow?  And is it realistic to think we can have year after year positive growth? My answer to all of these questions is “yes you can”! We are […]

Read More

Do You Manage Sales Strategy or Sales Activity?

By Jim Miley / March 29, 2019 / Comments Off on Do You Manage Sales Strategy or Sales Activity?

As we head into the first turn of 2019 and our first quarter results transition to second quarter objectives, let’s talk sales.  Healthy sales growth just makes a lot of things better.  When sales are booming, you can steam roll other issues with the brute strength of cash making strong sales performance is a great […]

Read More

Prioritizing Sales Targets? – Try This Tool

By Jim Miley / September 27, 2018 / Comments Off on Prioritizing Sales Targets? – Try This Tool

With the 4th Quarter upon us, it’s time to start the Strategic Planning process which should mean Sales Planning.  This post gives you a simple tool to make prioritizing sales targets both easy and effective. Sales Planning for Small Business I’ve led or contributed to a few decades worth of Sales Planning cycles.  Large companies, […]

Read More

When To Walk Away From A Sale

By Sue Miley / August 9, 2018 / Comments Off on When To Walk Away From A Sale

Blasphemy to a small business owner is walking away from a sale.  I need to pay back my start-up costs.  I need to cover my fixed operating expenses I.e. payroll, rent, etc. All revenues are needed.  All revenue is good.  All revenues are equal. Right? No.  Not necessarily.  As hard as it is to walk […]

Read More

Is Your CRM Making A Better Sales Staff?

By Jim Miley / March 1, 2018 / Comments Off on Is Your CRM Making A Better Sales Staff?

I get odd feelings of nostalgia when I reflect on my earliest days of professional selling– no cell phones, no laptops, no CRM’s.  Just a digital pager that worked in most populated areas, a small collection of phone books, a car console stuffed with quarters, a paper map, a pen and a notebook of lined […]

Read More
Sales Strategy

Why an “Inactive Customer” Sales Strategy Makes Sense

By Sue Miley / February 7, 2018 / Comments Off on Why an “Inactive Customer” Sales Strategy Makes Sense

Why and How to Make Inactive Customers a Part of Your Sales Strategy I was looking over a sales report for a client that was comparing 2016 sales by customer to 2015 sales by customer. I noticed that there were several customers that he did not do business with in 2016 that he did have […]

Read More

Persevering Through Business Down-turns

By Sue Miley / May 16, 2017 / 1 Comment

Now that I have been doing business coaching for almost 10 years I have had the privilege of some very long-term clients.  The benefit is learning what different cycles look like in the life of a small business.  I have had my own small business for this same decade to learn along side of my […]

Read More