Sales: We All Have To Do It
Evaluating sales performance should be nuanced for most businesses, but many owners are too quick to look simply at the bottom-line sales dollars. It’s easy to understand why business leaders just want to skip to the total dollars. Money is the fuel that keeps the business engine running and pays the bills. Dollars are also […]
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Last year was unexpected for everyone in business, large or small. If anyone says they were expecting a worldwide pandemic, stay-at-home orders for weeks that turned into months, mandated business closures, a 30% drop in the stock market, a complete rebound of all major indices to record highs in the market, another oil and gas […]
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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 […]
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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 […]
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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 […]
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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, […]
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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 […]
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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 […]
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