Adaptive Business Services

APRIL 24, 2024

While I have spent most of my adult life hiring and training salespeople, it has been two years since my last new hire and that was for a client. Well, here I go again and once again for a client. I do integrate behavior and selling skills assessments into this process, but only with the top candidates. It’s my reward.

CRM 77

CRM Repeat business Referrals Clients 77

Adaptive Business Services

MARCH 3, 2021

Social selling leverages social tools, tactics, and strategies to complement, not replace , traditional selling methodologies. First let’s talk about where social selling excels …. It is your inbound selling tool and qualified buyers will come to you. Where does Nimble CRM fit in with social selling? .

CRM 105

CRM B2B Sell Networking 105

Adaptive Business Services

DECEMBER 15, 2021

From what I have seen, this is the new normal for selling and why not? Neither of us knew anything about these folks although they had done business with the company before. Before we met with the client, we did our research. The post The Simple 5-Step Process for Selling Success appeared first on Adaptive Business Services.

Process 77

Process Sell Repeat business Referrals 77

Adaptive Business Services

MAY 1, 2024

Gary and I have stunningly similar sales backgrounds as well as our belief in the importance of developing selling fundamentals. If we need to sell $100,000 per month and our closing ratio is 50%, we are going to need $200,000 in good active deals that will close this month. Presentation purposes only. Door to door door knocking.

Appointment 77

Appointment Cold Call Sales CRM 77

Adaptive Business Services

APRIL 10, 2024

I remember 20 years ago selling a sign to an attorney. Many of those may be related to marketing which I abhor or they might be used to clumsily circumvent those selling activities that I consider to be both personal and professional. Selling has evolved but the basic tenets have not changed. Either way … count me out.

CRM 71

CRM Sales Technology Technology 71

Adaptive Business Services

FEBRUARY 28, 2024

It was a modified version of the Xerox Professional Selling Skills (Xerox PSS) program although we did not sell copiers at that time. If I have followed my buyer-centric sales process correctly and I have built a relationship with that client and my services match their needs … “So, what do you think?”. That’s about it.

Closing 71

Closing Sports CRM Consult 71

Adaptive Business Services

JANUARY 24, 2024

A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. Of course, things can get complicated when you are juggling 100’s of clients, prospects, and active deals. Revenues are the lifeblood of your business. This was our contact record.

CRM 71

CRM Commission Territory Repeat business 71

Adaptive Business Services

DECEMBER 27, 2023

Not avoiding the uncomfortable – I ALWAYS avoided the uncomfortable conversations and particularly with clients. Selling style and success – My selling style has changed dramatically which has led to much higher levels of success. Of course, not worrying about people finding out about my addiction … helps.

Clients 62

Clients Business Services Conversion Sell 62

Adaptive Business Services

JANUARY 25, 2023

I always tell people the same story … when I am considering referring you to one of my good clients … the deciding factor is generally based on my observed behaviors of you during our interactions. My theory is that, how you act with me will be the same way that you will act with my clients. They are selling themselves.

Sales 71

Sales Clients Consult Up-sell 71

Adaptive Business Services

JANUARY 17, 2024

Folks who could, and would, willingly refer me to potential clients. My business was driven by new commercial construction and … there was none. I’m now formally developing both my ideal client profile as well as my target buyer personas. I scoured my territory for potential opportunities and found several hundred. Stay tuned.

Networking 71

Networking Cold Call Territory Construction 71

Adaptive Business Services

JUNE 14, 2023

It seems as if I am always touting how simple CRM, and by extension selling, really is. The entire secret to sales is creating, maintaining, and building client relationships. You will consistently engage with clients and build relationships. You do this by consistently exceeding expectations and by demonstrating R.U.M.

CRM 62

CRM Clients Sales Contact 62

Adaptive Business Services

OCTOBER 18, 2023

This required some major adjustments to my selling style. Think Ideal Client Profile and Target Buyer Persona. The post Fail Forward appeared first on Adaptive Business Services. Giving up too easily and writing a sale off as being a bad fit. Up until this point, I had never defined either. How about you?

Business Services 71

Business Services Up-sell Clients Sell 71

Adaptive Business Services

MARCH 6, 2024

For example, I follow news on selling and on CRM. You can also email articles to people who might be interested like … your valued clients. Send Data Send Data Send Data Send Data Send Data Send Data Send Data Send Data The post Nimble CRM Tips & Updates – March 1 2024 appeared first on Adaptive Business Services.

CRM 62

CRM Follow-up Consult Networking 62

Adaptive Business Services

MARCH 13, 2024

There is a third reason why these kinds of clients are so tasty … Once they have a vendor, they are hesitant to change This is a two-edged sword. The norm was to come up with a drawing, submit it to the client, and then to trash it or to modify it as needed. We’ve all been there so don’t be dissuaded!

Electricity 77

Electricity Price CRM Consult 77

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. It’s about focusing on the needs of the client rather than your own to make quota. . They’re there.

Objection handling 71

Objection handling Quota Pitch Technique 71

ClickFunnels

SEPTEMBER 19, 2021

Funny enough, I actually recently had a personal experience with another lead generation business that you’re probably familiar with — Kelley Blue Book. I wanted to sell my car quickly for cash and so I Google searched for “sell my car for cash” and clicked on this result…. That’s how lead generation businesses work.

Lead generation 174

Lead generation Real Estate Niche Clients 174

Adaptive Business Services

JANUARY 12, 2022

It’s a well repeated phrase in selling … . “If you consistently follow the sales process, you will sell more stuff!” Sell yourself and the company! Keep your client in the loop at all stages including when the permits have been submitted and when they have been approved. Initial Meeting.

Electricity 71

Electricity Process Sales CRM 71

Adaptive Business Services

FEBRUARY 17, 2021

Selling is based on creating relationships. Lasting relationships = repeat business and referrals. You will first want to identify those who are most likely to do business with you or to refer you to those who will. Define your Ideal Client Profile. Acquiring new clients is expensive. I like referrals.

Referrals 127

Referrals CRM B2B Electricity 127

Adaptive Business Services

FEBRUARY 23, 2022

As someone who has spent his entire life in sales, and was an early proponent of social selling, the internet offers a variety of awesome opportunities! Certainly, I know that I am losing business. This all being said, I do a great job with one-on-one relationships with clients. . I have never liked Facebook.

Clients 71

Clients Up-sell Business Services Sell 71

Adaptive Business Services

SEPTEMBER 21, 2022

I could easily duplicate and customize materials for each individual client. Part of the problem with the online school was that, when I spoke with potential clients about using it, almost universally they wanted one-on-one live training directly with me. Those people become consulting clients instead. You invent frozen T.V.

CRM 62

CRM Clients Consult Launch 62

Adaptive Business Services

DECEMBER 28, 2022

In that regard, I’d like to see my customers invest in multiple services when they choose to invest in one. One obvious area in securing client testimonials and referrals. Hopefully, I can rely on pure selling instead. The post Time to Refocus in 2023 appeared first on Adaptive Business Services. Talk about fun!

Electricity 71

Electricity Referrals CRM Consult 71

Adaptive Business Services

MARCH 10, 2021

When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. As the name would suggest, in its simplest form, you discuss your product or service in the context of the client having already purchased it. . This must occur first!

Closing 77

Closing Technique Sales Clients 77

The 5% Institute

FEBRUARY 16, 2022

Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally present or pitch their idea, answer a few questions, and hope they said something to their potential client that’ll make them buy. An impact on their business. This leads us to the next type – their business.

Customers 143

Customers Real Estate Non-Profits Consult 143

Adaptive Business Services

JANUARY 31, 2024

During my career I was a tremendous procrastinator and particularly when it came to delivering bad news to my clients. On the other hand, if we had not acted in the way that we had, this customer would have been lost and we did about another $750,000 worth of business with this client. I made 13% commission on every deal.

Transportation 71

Transportation Commission Territory CRM 71

Adaptive Business Services

JULY 26, 2023

Even as a salesperson, I made a CRM an integral part of my selling process because … I have always been motivated by results. No Stats) appeared first on Adaptive Business Services. The busier you are, the worse it gets. Most importantly … A GOOD CRM WILL MAKE YOU MONEY! I represent Nimble CRM.

CRM 62

CRM Pipeline Contact Represent 62

Adaptive Business Services

NOVEMBER 28, 2018

I did like selling and merchandising. I still liked selling and thus I began my pursuit of an outside sales opportunity. After numerous rejections, I took my first offer which was with a national company selling calculators, very expensive calculators, directly to businesses. Selling – Back full circle.

Sell 48

Sell Retail Electricity Territory 48

Adaptive Business Services

APRIL 5, 2023

It can be used for … Self improvement As a part of the candidate hiring process Evaluating an employee for a position move Promoting team communications Profiles can also be used by salespeople to make them better communicators with specific clients. appeared first on Adaptive Business Services.

Promote 71

Promote Business Services Meeting Conversion 71

Adaptive Business Services

JULY 28, 2021

In 2006 I decided to leave management and go back into selling. Folks had always been happy to refer me to potential clients and I was most appreciative of those referrals! My plan was to contact each and every one of the key people who I knew who were in the best position to refer me to potential clients. It can get tricky.

Networking 77

Networking Referrals CRM Cold Call 77

Adaptive Business Services

APRIL 12, 2023

I was easily able to transfer them to folders that I create for Nimble clients, once again, on Google Drive. My first eBook was called “Focused Social Selling”. The post Multi-Purposed Projects appeared first on Adaptive Business Services. There were a lot of edits, but my guess is that it saved me 70% of my time.

Electricity 71

Electricity Networking CRM Business Services 71

Adaptive Business Services

MAY 4, 2022

This applies to all aspects of selling and it is grounded in planning and in process. Let’s look at some common applications in selling …. The basic rules for managing tasks, let’s say with a client, would be to …. The big question in sales is, should be … “ What’s next?”. Do this and then do that. How About Tasks?

Process 71

Process Pipeline CRM Sales 71

Adaptive Business Services

MAY 25, 2022

I can’t say that there would be a revolt, but I would lose a selling point. When I was selling signs, I did a lot of networking with folks who I identified as being power partners. These were people who could refer me to their clients who were in need of signage, for example, commercial realtors. Free Sign Allowance Analysis.

CRM 62

CRM Networking Service Clients 62

Adaptive Business Services

SEPTEMBER 22, 2021

Be aware of selling vs. non-selling time. Selling time is for being in front of a customer. Non-selling time is for prep and paperwork. Practice clear communication – With other team members (management, design, install, manufacturing, service, support, accounting, estimating) as well as with clients.

Manufacturing 77

Manufacturing Technique Trust Up-sell 77

Adaptive Business Services

JUNE 2, 2021

This is pretty easy to understand if your perception is that CRM will, at best, inhibit your selling. These are the business process owners and they represent the end users. Point to selling success examples, where possible, due to CRM usage. Sell the benefits. appeared first on Adaptive Business Services.

CRM 96

CRM Commission Repeat business Represent 96

Adaptive Business Services

SEPTEMBER 9, 2022

I built my selling career on referrals. I created and nurtured relationships with both clients and power partners. The post Everyone Wants Referrals but Few are Willing to Put in the Work appeared first on Adaptive Business Services. As a result, my closing ratios were phenomenally high. It’s looking in the mirror time.

Referrals 71

Referrals Networking Meeting Follow-up 71

Adaptive Business Services

OCTOBER 13, 2021

If he refers his client to another, one of two things are going to happen …. If his client has a great experience, the referrer is the hero. However, there is a reasonably large percentage of these folks who I would hesitate to refer to one of my clients. Referral-worthy behaviors are simply good business! It gets worse.

Referrals 77

Referrals Clients Meeting Networking 77

Adaptive Business Services

OCTOBER 4, 2017

As a salesperson, I want to set realistic expectations for my clients and then … always exceed those. If I have to contact you regarding a past due date, as opposed to you contacting me before said date occurs … you will likely not be seeing any future business from me. I can’t speak for you but, I am all about expectations!

Customers 59

Customers Sell Manufacturing Electricity 59

Adaptive Business Services

OCTOBER 19, 2022

This trait carried through to the business world. I rarely made my time commitments to clients. There may be occasions where your client will drive a completion date. appeared first on Adaptive Business Services. I would write papers the day before they were due. That never worked. Repetition.

Clients 71

Clients Business Services Presentation Service 71