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I can’t get my people to follow our process



Have you invested in an improved sales process, only to find that your sales reps are not following it?  Have you identified best practices for how to sell, explained the process to your team, but can’t be sure they are following the process?  Unfortunately, this experience is all too common.  Sales teams often have reps or managers who have perfected a “best practice” sales process which produces results, but which most team members just don’t follow.
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I need more customers

A common statement. To grow, most businesses need to increase the number of customers year-to-year. This is a function of both keeping the customers you have and acquiring new customers.
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Increasing Share of Wallet is a Sales Catalyst

Increasing share of wallet is a sales catalyst, an agent that provokes and speeds significant change in customer revenue

Selling more products to more individuals in your existing accounts increases share of wallet.  Existing accounts are easy to target.  Selling to existing accounts is easier to execute and costs less that new customer acquisition.  Selling more products that you already have increases turn and improves your return on investments in products.  Increasing share of wallet improves customer loyalty.  

Sounds Interesting?  So, why is it so hard?