Six Factors That Make a Top-Line-Driven Sales Team

Approach each customer with the idea of helping him or her to solve a problem or achieve a goal—not of selling a product or a service. So teaches motivational speaker and sales expert Brian Tracy.

That’s the baseline mantra of any good sales team. But that’s just the baseline. There are many factors that go into building a strategic sales team that drives your top line and ultimately enhances your bottom line. Here are six other considerations:

1. Hire the right people.

Without the “right” people on the team, the team will never see the “right” results. Although you want skilled salesmen in your pack, skills can be taught—motivation cannot. Don’t be afraid to create a team with a blend of seasoned high achievers and less-experienced candidates who are motivated and eager to learn.

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Your 9-Step Framework to a Successful Sales Meeting

Bla, bla, bla, bla.  This is what it sounds like when you’re in a meeting and you have no agenda, no end time, and no idea why you’re there. A complete waste of time, right? Well, keep this in mind when you are pitching your next client. Taking complete control over every step of the sales meeting will put your prospect at ease with open ears and an open mind.  Below is your Nine-Step framework for an incredibly successful sales meeting.  

First: Select a meeting venue and service support that reflects the caliber of your brand. 

There are thousands of meeting venues across the nation and indeed the world where you can choose the location, vibe and meeting setting that is in line with the impression you want to establish with your prospective client. You may reserve an intimate meeting room, grand boardroom or something in between by the hour or day.

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Customer Service Training and Amazon.com

Amazon.com has built a reputation for customer service. Yes, Jeff Bezos, CEO of Amazon, has built a customer service-focused machine by looking at e-tailing through customer-colored glasses. Salesforce’s Desk.com put together seven statements from Bezos, with explanation, in a blog post entitled, “7 Lessons You Can Learn from Jeff Bezos About Serving the Customer.”

“Amazon’s CEO, Jeff Bezos has taken the philosophy of truly caring for the customer.” writes Kevin Baldacci. “Bezos has built a company from the ground up purely based off of the unbending, unyielding philosophy of serving the customer across all departments. With a 164 million Amazon customers, few would argue Bezos as the key architect of building an authentic, customer-centric company.”

As you train your staff on the customer service front, be sure to keep these proven tactics in mind.

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Thwarting the Security Perils of Public Wi-Fi

The workforce is evolving quickly and becoming increasingly more mobile—for both big and small companies. Technological advances enable employees to access company information and to do their jobs from virtually anywhere. One outcome is that workplaces and work spaces are being remade, with some companies getting rid of permanent work space altogether and electing to use co working space, day offices, and rented conference rooms.

The forecast is that this work space evolution will continue. IDC predicts that the U.S. mobile workforce population will grow to over 105 million workers by 2020, accounting for nearly three-quarters of the total workforce. Mobile work takes different forms and occurs from different places.

Some mobile work is done from home offices, while other work is done from rented meeting space and day offices. In these cases, workers access the Internet through private Wi-Fi that is gated and reduces the possibilities of security hacking. But other mobile work is done from coffee shops, public transport, libraries, and other places where public Wi-Fi access is the norm. Growing numbers of cities even offer free Wi-Fi access in downtown areas and other locations.

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Why Having a Local Business Address is Important

Many small businesses, particularly sole proprietors with service businesses, do not have a professional business address but instead use their home address. However, there are some downsides and potential legal issues when doing so. Intuit spells out some of the more prevalent ones in a QuickBooks posting:

  1. Lease and HOA Rules.

    Apartment and condo complexes restrict the ability for residents to run a business out of their home (or in this case apartment or condo). Check your lease and home owners’ association (HOA) rules to confirm if there are any restrictions.

 

  1. Zoning Restrictions.

    Local municipality codes (zoning regulations) in some cities may restrict or prohibit home owners from running a commercial operation out of their homes.

 

  1. Liability Issues.

    LLCs and corporations may negate the benefits they received by forming a limited liability company or corporation. Those protections only apply if business and personal activities are kept separate. If the courts deem the two are intertwined, then you could be personally liable for business debts and obligations.

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Presentation Software Options for Small Businesses and Solopreneurs

Presentation options for businesses and solopreneurs are no longer restricted to Microsoft PowerPoint or Google Docs. And for Mac users wed to non-Microsoft tools, they also have expanded to choices beyond Apple Keynote. Alternatives like Prezi and Emaze provide users with new, innovative ways to tackle presentations.

PowerPoint—and the various alternatives—serve much broader functions than just sales and marketing presentations. As a result, there are myriad ways for which businesses can use presentation solutions. Possibilities include:

  • External Business Presentations. Common business scenarios such as sales, analyst briefings, webinars, seminars, briefings, and investor pitches.
  • Trade Show and Conference Presentations. Conference track and keynote presentations at events and conferences.
  • Internal Business Presentations. Training, reports on research, activity updates, and internal pitches.
  • Project management, status reporting, and spreadsheet reports.
  • Non-Presentations. There are many use cases here such as online photo and image albums, simple brochures or flyers, and even animations.

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Chatbots: Their Benefits for Businesses

In 2017, companies are doing everything they can in order to improve their business.  One of the things that they have started implementing is chatbots.  As you will see, using these devices can certainly add to the way your business communicates with customers.

What Is a Chatbot?

Before we can discuss what a chatbot does for a business, we need to define what it is.  Chatbots are a service running on rules or artificial intelligence that users interact with using natural, conversational, language.  They can be used, in conjunction with staff members, to assist in customer support, and with purchasing items.

If you’ve ever used Facebook Messenger, you’ve already used chatbots to do these tasks.  Utilizing a chatbot during non-business hours will allow customers to get their first questions answered.  As a result, they can start detailed conversations with staff members during live chats.

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5 Common Marketing Mistakes Small Businesses Make

You may be laboring as hard as you can to grow your small business—wearing several hats, burning the midnight oil, and otherwise giving it all you’ve got—but you may also be shooting yourself in the foot with common, yet costly marketing mistakes.

It’s time to reassess what you’re doing right, wrong—or not at all. It’s time to reconsider what you should be doing that you aren’t and what you shouldn’t be doing that you must. Take heart, these marketing mistakes are common to small businesses—but you don’t have to keep making them.

1. Neglecting a Strategic Marketing Plan:

You can have the best products and most compelling services in your local market, but a big idea alone doesn’t make successful small business. You need to get the word out about your products and services, or you may as well work under a rock.

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The Organizational Art of Getting Things Done

I’m overloaded. There’s way too many demands on me in comparison to the number of hours in a day. At the same time, I’m committed to eating right and sleeping well—and not burning out. In other words, I’ve learned that burning the candle at both ends does not a long-term successful business make.

That’s why I’m reading a book right now that’s absolutely changing my life—not just my business life but my entire life. It’s called Getting Things Done: The Art of Stress-Free Productivity.

David Allen penned a time-management method that is more suitable for the modern age in which we live. Admittedly, the Getting Things Done (GTD) model is challenging at times to apply but will set your brain free to create and execute on more than you ever thought possible if you adopt it.

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Dreaming of a startup- We have some Shark Tank Tips for You

Building your own startup isn’t an easy process. If anyone tells you different, they aren’t being honest. There are an enormous number of variables at play, and unfortunately sometimes luck isn’t on your side.

Between funding, market health, brand awareness, staffing, and consumer recognition, building a company from the ground up is always a gamble. The hard data tells the same story. Depending on your definition of success, anywhere from 40-90 percent of startups fail.

So why then, is entrepreneurship on the rise?

Well, independence for one. The ability to control your own destiny is very appealing to many Americans. Then there’s the 10-60 percent of startups that actually succeed. These are the companies glorified on investor television programs such as Shark Tank.

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