Is sales natural or can it be taught? if your business is going to be successful you need to be able to teach people to sale YOUR way. In a style and manner that fits with your business strategy. Whether you're looking to create a sales process from scratch or refine the results of your current sales process you'll find great tips below in the collection of articles on sales from our weekly Business Owner Insights.
In sales, it's easy to be stuck when you can't find an opportunity to move the conversation forward. Common objections, such as not enough money or time don't have to kill the momentum of your sales conversation. The truth is you won't always have the perfect opportunity to move the...
A long time ago, we found ourselves caught in a cycle of frustrating sales conversations, each ending with little success. It was then that a wise friend and mentor offered a piece of advice that revolutionized our approach: "Why don't you stop selling and start solving problems?" This simple...
This week we’re challenging all business owners to do a quick check in on your sales. Are you getting enough leads? Is your closing ratio where it needs to be? Are you on pace to hit your annual goals? Here are five insights that will help you baseline and improve...
One concern we hear from business owners is how to know if and when the economy is changing. Are sales slowing down? Are consumers not spending as much? Is it harder to get a yes in the sales process? Tracking your sales metrics will not only let you know quickly...
In sales and marketing, you must be able to connect to your prospects where they are in their awareness of the solutions you provide. It’s easy to assume that because they are a potential client your prospects would understand the problem you solve. The mistake with that assumption is your...
Competing on price is quite simply a poor business strategy. Unless you're the gorilla in the marketplace, you'll never be the cheapest option customers have. Aside from the fact that competing on price is a profit killer, it also damages your marketing position. The first thing to look at when...
When you work in a small business you often have to fill multiple roles. This is accepted by most, except when it comes to the sales department. When your entire team isn’t listening for - and taking action on - opportunities, then your business is leaving money on the table....
What if your sales team drastically increased their closing ratio? What if revenue increased 20%? What if sales activity doubled? Is this a real possibility? Yes! It can be a reality when you look at the possibility that you may be expecting too little. People Perform as Expected People perform...
With the holiday season rapidly approaching and the close of another calendar year, many businesses are pushing to end the year on a good note. Yet, it's also the time to start thinking about next year.
In sales, it's easy to be stuck when you can't find an opportunity to move the conversation forward. Common objections, such as not enough money or time don't have to kill the momentum of your sales conversation.
Benchmark Business Group, LLC
