Adaptive Business Services

NOVEMBER 16, 2022

You closed the order. Deals have unique elements including … a dollar value, an expected close date, and a predicted percentage chance of closing. They don’t need to, they might represent entirely different aspects of our business, but they can. Let’s look at selling. This deal just went away. This deal was a win.

CRM 71

CRM Represent Pipeline Contact 71

Adaptive Business Services

APRIL 27, 2022

We were selling expensive professional desktop calculators. . Lance would sell the $479 calculator by telling folks that this was what they needed but that they could only afford the $349 model. I can’t speak for you, but my radar goes up along with the hair on the back of my neck. I never close. Bonus points.

Sell 71

Sell Represent Technique Up-sell 71

Adaptive Business Services

AUGUST 25, 2021

A few weeks ago I was asked to coffee by a young man who I knew who was struggling a little bit with his selling. In my experience, there are 3 areas that are critical to selling success …. Prospecting – The ability to go out and to find new business. Closing is overrated. Keys to selling success.

Sell 87

Sell CRM Referrals Up-sell 87

Adaptive Business Services

MARCH 30, 2022

It was a modified version of Xerox Professional Selling Skills. This was classic sales training for the time and it all led up to the big moment where you have to ask for the order. The close is overrated. . If the sale was not secured, it was not because of the close. There was always one glaring challenge.

Technique 71

Technique Education B2B Closing 71

Adaptive Business Services

DECEMBER 28, 2022

The end of 2022 brought to a close certain chapters of my professional life. I had spent a part of 2022 trying to break into electric signage (my background as an owner and a manager) as a vertical market for my consulting services. Being persistent, I’m not giving up on that market, at least not yet. Not even one sale.

Electricity 71

Electricity Referrals CRM Consult 71

Adaptive Business Services

MAY 11, 2022

One of the techniques often discussed in selling is that of creating a sense of urgency in order to move a client from the thinking to the acting stage. I don’t much care for the term “creating” as it implies some sort of artificial emergency that is conjured up by the salesperson in order to close the sale. Now add them up.

Sell 71

Sell Electricity Manufacturing Technique 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 …. Close the lead as either not qualified or qualified and assigned to an account executive or, if that is you, convert it to a valid opportunity (deal). An expected closing date.

Process 71

Process Pipeline CRM Sales 71

Adaptive Business Services

SEPTEMBER 9, 2022

I built my selling career on referrals. As a result, my closing ratios were phenomenally high. I showed up at every meeting and I always had leads to share. . I showed up at every meeting and I always had leads to share. . Follow-up with members regarding interesting leads that they shared. Would it be o.k.

Referrals 71

Referrals Networking Meeting Follow-up 71

Adaptive Business Services

DECEMBER 22, 2021

Yet, it’s also very simple … don’t sell. In its simplest form, stealth selling ditches conventional selling techniques. Going for the close. We are able to do so because the people who work for the company, the company that you are selling to, do none of these things. . Sounds crazy, but it works. A walletectomy.

Sell 77

Sell Technique Up-sell 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

APRIL 21, 2021

Social selling for introverts? Still, I embrace the tenets of social selling. This all being said, while I am task focused probably 75% of my time, I can be very socially focused one-on-one (selling and with close friends) or when in front of a group (training or presenting). However, I generally prefer my own company.

Sell 90

Sell Objectives and Key Results Cross-sell Up-sell 90

Adaptive Business Services

SEPTEMBER 29, 2021

One of the most basic tenets of selling is that you are going to have to figure out ways to stand out in a crowd. How about never or close to it! Repeat business. Just don’t muck it up by becoming lazy, overconfident, or complacent! It’s selling without … actually selling. . Very crowded!

Repeat business 77

Repeat business Referrals Technique Trust 77

Adaptive Business Services

JUNE 8, 2022

There are literally tons of sources for new business opportunities. Understand the new rules – Is selling harder today than it used to be? Dress for success – Business casual is fine but, if you show up in a tie … R.U.M. Seriously, dress according to your area norms and then kick it up a notch.

Prospecting 71

Prospecting Appointment Referrals Cold Call 71

Adaptive Business Services

JULY 28, 2021

In 2006 I decided to leave management and go back into selling. My solution was to tear up the entire list (not joking) and pursue a completely different prospecting strategy. Let’s just say that I always picked up the check. Read that closely and let it sink in. My closing ratio was well in excess of 80%.

Networking 77

Networking Referrals CRM Cold Call 77

Adaptive Business Services

NOVEMBER 4, 2020

However, in selling situations, there is rarely enough time to do either. And, for the record, the close is overrated. A win is the natural culmination of a selling process well done! Speaking of expectations … there are only 3 possible outcomes from any selling engagement …. You simply don’t get the chance.

Repeat business 71

Repeat business Referrals Sales Education 71

SaaStr

JANUARY 18, 2022

But a bit less is out there on what it is really like as a founder-CEO … after the deal closes. Most surprisingly, my CTO — the most start-up-ey guy I know — is still there. E.g., to be the head of all business services, or all web something or other. Some folks will prefer post-acquisition life. 7 years later.

Business Services 137

Business Services Growth Up-sell Start-ups 137

Adaptive Business Services

FEBRUARY 5, 2020

I don’t have a mailing list of a gazillion or anything even remotely close. The simple fact is that salespeople, for the most part, function in a one-to-one environment and have little to no business attempting to perform in a marketing related capacity. Start a blog. Build a website. Put some videos on YouTube. Get active.

Cold Call 121

Cold Call Campaign Education Prospecting 121

Adaptive Business Services

SEPTEMBER 19, 2018

But like any other industry, closing the deal gets more complex as the ticket price increases. Agents who are actively selling multi-million dollar properties certainly know a few things that the rest of us don’t. You spend hours and hours each week pitching, emailing and following up. Lesson #3 – Be empathetic.

Real Estate 67

Real Estate Sell Follow-up Up-sell 67

Adaptive Business Services

OCTOBER 20, 2021

However, the principles discussed will be applicable to any business! You simply must have certain tools and knowledge in place if you are going to maximize your selling potential. You are selling advertising. This idea also opens up opportunities with people who are not looking for signs (new construction etc.).

Construction 71

Construction Electricity Angle Sales 71

Adaptive Business Services

JULY 8, 2020

For effort this might be the number of calls per week, while for effectiveness it might be the number of demos or closes. The manager’s role in oversight is to manage up rather than tear them down. It is much easier to randomly engage sales teams, to set up on-going training, and to ensure they are working at specific times.

Sell 118

Sell Trust Technique Represent 118

Adaptive Business Services

JUNE 16, 2021

There are so many aspects to selling and each would need to be performed to perfection. Still, I would need to look closely at each component of my sales process. . Can I identify, and get close to, other deal influencers? These are trial closes and they are designed to take your prospect’s temperature. Lots of questions.

Sales 71

Sales Repeat business Referrals Clients 71

Adaptive Business Services

AUGUST 8, 2018

Selling is hard work but, if you have the right mindset and you can consistently deploy your process (this book teaches you what those are and how to do it), you will consistently achieve your prosperity goals. Selling is no different and, if you practice your process, it will become much like muscle memory. I like to call it reflex.

Sell 89

Sell Manufacturing Price Relationship building 89

Adaptive Business Services

DECEMBER 18, 2019

You’ve built up your book of business, your marketing is a fine-tuned lead generating machine, but are your pitches closing as many deals as they should be? In this guide we’ll explore simple yet effective “hacks” to increase your pitch acceptance rate, close more deals and grow your book of business. #1

Pitch 62

Pitch Objectives and Key Results Follow-up B2B 62

Adaptive Business Services

APRIL 7, 2021

When you visit a brick-and-mortar store you can take a close look at the products, inspect them to confirm quality. You can have a 5-star rating on your own site from a thousand reviews, but it won’t seem that convincing because people will know that you could have simply made it up. They’ll give you extremely powerful reviews.

Sell 71

Sell Gambling Trust B2B 71

Adaptive Business Services

JULY 24, 2019

Educate vs. sell – Establish yourself as the authority. Additionally, you pop up at the least expected times with unexpected items of value. Beware of selling vs non-selling time. Selling time is for being in front of a customer. Non-selling time is for prep and paperwork.

Networking 54

Networking Repeat business Referrals Technique 54

Adaptive Business Services

FEBRUARY 6, 2019

Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. Well, I’m mixing it up again! We might actually end up with 10 steps or maybe even 20. Would you rather make cold calls or follow-up on a referral? My close ratio exceeded 80%.

Networking 48

Networking Cold Call Electricity Referrals 48

Adaptive Business Services

MAY 15, 2019

Or maybe… LinkedIn and Social Selling? Since you are obviously a business hero because you read our blogs, we’re sure you are more likely to focus on the last one. After all, LinkedIn is to social selling what yin is to yang. The king also rules the empire of social selling via LinkedIn and closely determines your success.

Sell 48

Sell Pitch Networking Up-sell 48

Adaptive Business Services

MARCH 6, 2019

The same can be said for selling and networking. Good referrals are like sales gold but, if you think for one minute that your customers spend any time at all thinking about sending you referrals, particularly when you are not visible … wake up! Is this a closed meeting or an open event? What to do?

Networking 67

Networking Referrals B2C Territory 67

Adaptive Business Services

MARCH 20, 2019

I don’t have a mailing list of a gazillion or anything even remotely close. The simple fact is that salespeople, for the most part, function in a one-to-one environment and have little to no business attempting to perform in a marketing related capacity. appeared first on Adaptive Business Services. Start a blog.

Cold Call 48

Cold Call Campaign Education Prospecting 48

Adaptive Business Services

JULY 25, 2018

Example: If you are selling medical equipment to a hospital, don’t talk about the various out-of-the features. Yes, forget that you have to fill up your sales calling sheets and follow-up on the sales deal pipeline. Let’s take a situation of selling gym memberships into account: Is it essential for you to lead a healthy life?

Cold Call 59

Cold Call Hospitality Price Sales 59

Adaptive Business Services

AUGUST 2, 2017

I started B2B selling in 1977. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. If you have monkeys of your own … don’t give up. I decided that I just wanted to sell but, could I sell? My selling style changes. I was a wreck.

Cold Call 48

Cold Call Real Estate Commission Construction 48

Heinz Marketing

MAY 14, 2019

The book, however, is an amalgamation of 7+ years of ABM experience from customers that been developing, growing and winning with ABM, not to mention our own journey of building an ABM strategy from the ground up. How should companies measure ABM performance & success early on (when those long sales cycle deals haven’t closed yet)?

Manufacturing 73

Manufacturing Healthcare Cross-sell Education 73

Sell Or Die

MAY 31, 2018

Exectras is a membership-based, discount services company that "optimize business performance" and "empower employees". Companies pay a monthly fee which gives them access to performance business services at discounted rates. It's the only choice for the true Sell or Diehard! Subscribe to the Sell or Die Podcast!

Sales 40

Sales Technique Up-sell Business Services 40

Adaptive Business Services

DECEMBER 20, 2017

Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. “In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins, and make more sales through referrals.”

Process 54

Process Sell Referrals Cold Call 54

Adaptive Business Services

JANUARY 17, 2018

This makes it difficult for you to sell and often good leads may seem as bad due to lack of proper data. Most sales reps would dial the phone number, introduce themselves and the product they are trying to sell. Let’s say you are selling a better project management tool which will save them time and money.

Manufacturing 54

Manufacturing Up-sell Sales Follow-up 54

Adaptive Business Services

SEPTEMBER 6, 2017

I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. The classic “puppy dog close”. and I could make up to $145.80 Read on at Maximize Social Business ….

Gaming 48

Gaming Sell Territory Cold Call 48

ConversionXL

DECEMBER 7, 2016

Companies like Essio Shower or TYME both sell products that people don’t know are available, so a great deal of education around their product needs to happen before a conversion can be expected. With LinkedIn, you’re able to target a much deeper set of demographics that Facebook is catching up to in the B2B space. Corporate Ladder.

B2C 113

B2C Networking Campaign B2B 113