Can You Shorten Your Sales Cycle?

One valuable way to boost your sales is to find ways to shorten the sales cycle. How can you get customers to purchase more quickly? Do customers start the process, but then sit in limbo for weeks or months before finalizing the purchase? Every business will have a different sales cycle, but finding ways to […]

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Geoff Wilson: Finding New Customers

A steady flow of new customers is vital for any business. Geoff Wilson of 352 Inc. calls them the “lifeblood” of any business. “You can’t be successful in business without having a mechanism for finding new customers,” he says. Getting new customers goes down two paths: you finding new customers and them finding you. Geoff […]

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Consultant’s Corner: Drip Marketing

Question: How can I keep my customers engaged during a 1-2 year sales cycle? Certainly, one of the greatest challenges in sales is keeping the potential customer engaged with your company throughout the sales cycle. If you don’t keep your company and its product/service on the forefront of the consumer’s mind throughout the sales cycle, […]

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Educate Your Customers

Did you know that educating customers is one of the most effective marketing methods? Marketing is an essential element of your business, and you have to do it better than your competition. Every dollar must be spent efficiently and productively, working to create a powerful marketing strategy. You need to try every available marketing approach […]

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Why You Need Well-Defined Sales Processes

Making sales is not a matter of luck or sheer charisma—it is a process. With a consistent, methodical sales process, you will get better results than with a slapdash approach. Even the most persuasive, charming sales people still need to use well-organized processes to continually sort, rank, and follow up with various sales leads throughout […]

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Let Your Customers Expand Your Business

Adapted from One More Customer by Fran Tarkenton and Scott Miller Businesses often get funding in order to expand. The great Sam Walton certainly did that, but he didn’t do it until he had proven his business model and proven he could get a lot more people to come back more often to buy more. Many others […]

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Provide Relevant Benefits to Your Customers

You get your customers to come back more often to buy more and occasionally pay more by constantly providing them with relevant benefits (through your products, your service, and the total customer experience with your business) that are differentiated from all competitive options. That’s it. That’s how to succeed in business. Relevant needs drive half […]

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Incorrectly Pricing Your Product or Service

Most new business owners tend to undervalue what they charge for their work and services in order to compensate for not being as established as their competitors. As long as you have a top notch customer service experience and offer a product or service that’s similar or better than a competitor, you shouldn’t devalue yourself. […]

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