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The Importance of Looking Trustworthy
“People will accept the advice of insight sellers only to the extent that they trust them.” – Mike Schultz & John Doerr, Insight Selling Trust is a critical component to sales success. In their...
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What Would You Do If 100 Prospects and Customers Were Lined Up Outside Your...
Imagine if you had 100 people lined up outside your business right now. What would you do? Certainly, you’d send someone out to greet them. You’d ask how you could help. You’d get the prospects...
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How To Get Net-New Business From Your Client Base
This week I enjoyed talking with a group of sales leaders as we prepared for a Value Alignment Workshop. When we asked the group of sales managers about the challenges they faced, the overwhelming...
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Sales Prospecting With a Positive Attitude
Consistent prospecting is essential for sales success. Without a steady stream of prospects, the funnel dries up. Then you end up taking desperation deals and flipping your base. Effective prospecting...
View ArticleSales Leaders and Company Owners: The Sad Costs of Not Investing In Marketing
Recently, I was talking with one of my business partners here at Convergo. He’d talked with a business owner about moving from a tactical to a strategic approach with their marketing. In principal it...
View ArticleWhy You Probably Need a Marketing Automation System
With today’s decision makers and influencers scouring the web for information during the buying process, digital marketing has become an undeniably important partner in revenue generation. While I will...
View ArticleWhat Would Happen If You Told Your Prospects What Types Of Clients You Want...
This week I’ve been creating the website content for the new suite of services our team here at Convergo will roll out this summer (can’t wait to launch this!) It’s got me thinking about what our ideal...
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How To Make Your Message Appetizing in a Bland Market
Having grown up in Canada, I love maple syrup. I remember Saturday mornings at the sugar farm. Each spring right as the snow was beginning to melt we’d head out into a grove of maple trees. Each tree...
View ArticleBuyer’s Don’t Buy Products, They Buy Outcomes
What you sell and what your clients buy may be two very different things. We think we sell products and services. What our clients really buy is outcomes. Theodore Levitt, the father of modern...
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Five Keys To More Effective Sales Prospecting Results
Check out our webinar! Five Keys To More Effective Sales Prospecting Results by admin | Jun 17, 2019 | WebinarCheck out our webinar! How 30 Years of the World Wide Web Has Improved the Sales...
View ArticleWhy We Like Working With EOS/Traction Companies
Over the past few months, I’ve had the privilege of leading many management teams through Revenue Growth Workshops to make a plan to drive organic revenue growth. My favorite companies to work with are...
View ArticleWhy Great Companies Need To Grow Revenue
Yesterday morning at Dallas Love Field, I crossed paths with a guy I know who leads a sales team for a $10 million company. Over breakfast at Cantina Laredo (love this place!) I shared my concept...
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Five Critical Sales and Marketing Processes For Driving Revenue Growth
Ask any management consultant and they will tell you that processes are the key to an efficient business. We find processes in departments throughout a business like finance, H.R., service, production,...
View ArticleProspect More Effectively with Sales Sequences
Originally published at the Revenue Growth Engine One touch simply doesn’t cut it in today’s world. Salesforce.com research found that it takes 6-8 touches with a prospect to get an appointment. Sirius...
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What I’ve Learned About Working From Home a Home Office
Last week I was reminiscing about my first home-office job with my former boss, Cary Butler. Back in 1997 when I accepted a position as a district manager for Toshiba, the first step was to set up a...
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How to Conduct An Effective Virtual Meeting
4.7 million people work from home in the United States [source]. The need for collaboration and meeting with co-workers does not go away when people transition to working from home, so it is no...
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Now Is Not the Time To Shut Down Your Growth Engine
Now, more than ever, we need to keep our growth engines running. Sales must maintain activity levels. Marketing must keep the digital lights on. This is not the time to slow down or stop. This past...
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Why your sales and marketing teams need an Outomes Framework
As we have previously written, Buyers Don’t Buy Products, They Buy Outcomes. I see a perfect example of this as I look out my window into my driveway. I bought a car to get to the places I need to get...
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How to Move the Needle on the 2 Most Impactful Sales Pipeline Metrics
Want to grow revenue faster? Increase your pipeline velocity by reducing the friction between stages. How do you measure this? Here are two sales pipeline metrics to look at that can make a huge impact...
View ArticleWhat We Can Learn From T-Mobile About How To Keep Customers and Grow Revenue...
The reason to buy a company is to take what you purchased and grow it. Unfortunately, what often happens is that companies let the customers of the companies they acquired slowly get picked off by the...
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