Category Archives: 30-Second Consult for Manufacturers

More information on thought provoking tips to improve business performance

Five reasons sales may be slow

The way in which people are making purchase decisions has changed and is changing rapidly. The internet is often the first resource for gaining information about products, services and the organizations that provide them. Word-of-mouth recommendations are highly influential. This new dynamic has pushed traditional advertising down the ladder of influence and put more pressure on such topics as: website structure, search position, website content and how the sales department is structured. Here are five things to look for that may signal that your customers may be starting to prefer their interaction with your competitors. Continue reading

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After the Sale. Customer Relationship Managment

Establishing a Customer Relationship Management plan and getting the entire team on the same page is the first step toward ensuring a loyal and profitable customer over time.. The goal is to become an indispensable resource and to attain the pro-active “word-of-mouth” advocacy of each customer—that is where true profitability lives. Continue reading

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PART TWO: What’s Happening to New Business?

Your website has become the center of all sales and marketing activity. Whether you treat it that way or not, your prospects and competitors most certainly are. Technology has enabled prospective customers to attain what they need to know about your company on their own. Continue reading

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What is driving new business performance today?

The way in which we used to do business has finally reached a tipping point; purchase decisions simply are not made in the same way they were a few months ago. Today, 70% of the purchase decision is made before a buyer ever contacts you. Continue reading

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Five Factors

Five Steps toward improved profitability and customer advocacy.  Securing a customer takes considerable time & resources.  It’s Expensive. Yet, we are sometimes too anxious to close the next prospect without first having a “cultivation” plan for our new-found customer. Extending our … Continue reading

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Take the Test

  Take the Test:  12 Factors that can empower or impair your sales effort. Traditional marketing strategies and tactics are taking a back-seat to digital tools that empower companies to integrate marketing with sales in powerful ways never before possible.  Organizations across … Continue reading

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Five (or six) More Reasons Your Sales May be Slipping

In our last post “Five Reasons Your Sales May Be Slipping” we the fact that the purchase decision-making process has changed forever. If the response we received is any indication, it seems like many companies are feeling a little left behind. If you missed the last post you can access it here. Continue reading

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