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New Product, New Approach: How to Make the Launch Successful

Posted by Bill Hart on Mar 3, 2016 8:00:00 AM

Sometimes, you only get one chance to get it right.

Ask Minnesota Viking Blair Walsh. Or David Hasselhoff, who tried to parlay a successful career in Hollywood into a career as a singer. And then there are the marketers behind "New Coke." They all found out how important it is to get it right when it comes to kicking game-winning field goals, making positive first impressions, and launching new products.

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Topics: sales process

The Sales Problem: Breaking the Barrier of Sales Growth

Posted by Bill Hart on Feb 25, 2016 8:00:00 AM

Breaking through the sales growth barrier can be tricky for any business that is ready to grow. To prepare yourself for the growth of your business, you need to ensure that your sales team is fully trained in the sales process so that they are prepared to handle growth. The following are some of the steps that you need to take in order to ensure that an effective sales process is in place and that your sales team is ready to handle the potential growth of your company.

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Topics: sales process

Someone Tell Me WHY We Aren't Getting Solid Sales Outcomes

Posted by Bill Hart on Jan 19, 2016 10:00:00 AM

You peruse the reports. You lean back in your chair, kick your legs out in front of you, scratch your head and rub your chin. Then you throw your hands in the air and ask an age-old question:

"Why aren't we getting solid sales outcomes?"

Too often this becomes a rhetorical question. Some members of your team stare at the ground. Others stare into the distance as if they're pondering something to say, a solution. Others just shake their heads.

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Topics: sales process

3 Process Improvements to Better Understand Your Customers

Posted by Bill Hart on Dec 30, 2015 8:00:00 AM

It's been said that opposites attract, and Hollywood has certainly provided society with myriad mismatches of two people with vastly different personalities and styles who have gotten along swimmingly: Laverne and Shirley, Oscar and Felix, Lady Gaga and Tony Bennett... just to name a few.

These pairings have proven to be entirely entertaining... and exceedingly financially beneficial as well. Each pair has somehow found the key to successfully working together towards a common goal, capitalizing on each others' strengths, and not giving up their unique perspectives in the process.

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Topics: sales process

Hi, I'm Your Revenue Goal – So Nice We Met.

Posted by Bill Hart on Dec 7, 2015 8:00:00 AM

What will you say to your revenue goal when you finally meet it?

You've got options. You could go with something zen, like, "Namaste." Or maybe you'll go with the masculine, celebratory fist bump?

Or you could just say "Nice to meet you, but I gotta go now!"

After all, revenue goals are made to be met and moved beyond, and to do that, you've got to put yourself out there, have a plan, and work a sales process that puts you in position to achieve your goals.

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Topics: sales process

Five Reasons Why Your Sales Process is Broken, and How To Fix It

Posted by Bill Hart on Nov 13, 2015 8:00:00 AM

Remember when IBM was International Business Machines, Coke was "the real thing," and KFC would actually admit that its chicken was (gasp!) fried?

If these three venerable, multinational companies are willing to take a long, hard look at themselves and say, "Selves, we need to make some changes in order to improve sales," then there is absolutely no reason your company shouldn't do the same.

Especially if your sales process is antiquated, out of touch, or worse: convoluted to the point that it's confusing.

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Topics: sales process

5 Must-Haves for an Effective Sales Process

Posted by Bill Hart on Nov 9, 2015 8:00:00 AM

Joe Girard is the greatest salesperson to have ever walked a car dealership's lot.

During his illustrious 14-year career, he sold more than 13,000 automobiles, including 18 in one day, 174 in one month and a whopping 1,425 in a single year.

His feats have been chronicled in several books, including the Guinness Book of World Records, which lists him as the "world's greatest salesman."

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Topics: sales process