Control the Info Flow
Once upon a time ̶ and not long ago ‒ we in the sales world had firm control of what we wanted buyers to see. They were given access to …
Beware the Oversell
One day, while in my former job with Open Text, I saw a deal quickly turn sour thanks to a common yet risky sales tactic. My over-enthusiastic salesperson, on the …
Which Clients to Up and Cross Sell with a Fraction of the Effort
Up selling and cross selling are profitable selling tactics. In fact, leveraging your current pool of clients is one of the best ways to increase your sales. I call this …
Unexpected Strategies Proven to Get Sales
The best Engage clients are always experimenting with new ways to attract the best new prospects. Hosting educational events and nominating your clients for awards are two of these experiments …
Two Events You Can Use to Get More Sales
You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with …
How to Find Out What Your Clients Need
Have you ever wished you could find out what a client really wanted? While it would be a fun trick to read their minds, we can’t all be the Amazing …
How to Create Sales-Boosting Case Studies
Do you use case studies to help you get more sales? If not, start right away! Like testimonials, case studies are a powerful way to grow your client base. As …
Good Testimonials Sell. Bad Testimonials Repel!
When we receive positive testimonials from clients, it might seem difficult to ever find fault with them. After all, if they’re saying something positive, it has to be a good …
Using Internal Referrals to Grow Sales
You will grow revenue more quickly and profitably by leveraging your current clients for referrals. Let’s look at the facts: A cold lead, or an inbound lead from a random …
Customer-to-Customer Selling: 9 Ways to Leverage Your Client Base
The fastest way to grow your business is to leverage your current client base. By leverage, I mean that with some strategic planning your clients will introduce you to new …
Why Measuring Customer Growth Matters
Measuring customer growth regularly and consistently will increase sales. How? Because measuring customer growth allows you to find accounts that can grow, buy more products and become even bigger customers. …
Playing Favorites: Which Clients to Focus on and Which Ones to Let Go
In order to be profitable, you need to know which clients you should spend your time with and which ones you should let go. Because let’s face it, not all …
