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Category: Sales
Know your company’s MPG
“We’re lost but we are making good time”
That’s what my father would say on our family vacations whenever we got lost. I find some businesses have a similar philosophy when it comes to how they focus their sales activity.
Yesterday, I was helping a client with their sales strategy for 2014. They had done their homework, and had their prospect list. Now it was time to categorize the list. They broke the list down into these categories in order of priority:
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Get your highest margin work
Last year I wrote a blog on a process we could use to determine our highest margin work.
Doing work that gives us the highest margin of profit makes sense, doesn’t it? Yet how many times do we find ourselves getting caught in the price-matching game where we end up falling short of a comfortable profit margin.
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Entrepreneurs, dreams, and discipline
In the fall of 1985, my father retired at age 62 to start his own business. He was an expert in the field of pipeline controls, and he chose to retire early to become a consultant. I remember his fresh set of business cards in the gold-plated holder. It was exciting. Unfortunately, 20 years later, he passed away without having gained a single client.
How to warm up cold calls
If you took a survey of personal preferences, most people would probably say they much prefer a warm shower over a cold shower. I have found the same rule applies to cold calling. Most (not all) of us would prefer a warm call to a cold call.
The biggest barrier to increased sales..
The main reason businesses succeed is due to high sales. Conversely, the most common cause of business failure is low sales. Selling is like oxygen: You can choose any attitude you wish about it. The reality is that we need it to survive.