Adaptive Business Services

JUNE 12, 2024

Selling has also become more complex and this is largely due to changes in buyer behaviors. Non-responsive Pushy Poor follow-up Did not keep commitments They knew nothing about my business or my needs Did not meet my expectations I never knew where we were in the process They did not listen They got it wrong! Think about this.

Sell 77

Sell CRM Repeat business Referrals 77

Adaptive Business Services

APRIL 24, 2024

I do integrate behavior and selling skills assessments into this process, but only with the top candidates. Like the military … break them down and build them up. For that matter, my selling style has also evolved, substantially, through the years. I also think that, the holy grail of selling, the “close” is highly overrated.

CRM 77

CRM Repeat business Referrals Clients 77

Adaptive Business Services

DECEMBER 28, 2022

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. One obvious area in securing client testimonials and referrals. Not even one sale.

Electricity 71

Electricity Referrals CRM Consult 71

Adaptive Business Services

JANUARY 17, 2024

In the past, I have owned and operated three professional networking groups as a for-profit business. I am a referral junkie. I then tore up that list and, instead, I reached out to potential power partners. Add two more groups and simultaneously develop side hustle #2 … consulting. A bit of history. Time to pivot again.

Networking 71

Networking Cold Call Territory Construction 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. It was also used to ensure that follow-up tasks were completed when due. Revenues are the lifeblood of your business. Nothing happens until somebody sells something. Template emails.

CRM 71

CRM Commission Territory Repeat business 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. Folks had always been happy to refer me to potential clients and I was most appreciative of those referrals! Becoming referral worthy.

Networking 77

Networking Referrals CRM Cold Call 77

Adaptive Business Services

MARCH 23, 2022

welcome to “How I Work It – Social Selling”. There is a lot of confusion, particularly with B2B, regarding how to implement social selling. Our hope is that these folks will inspire those of you are still on the fence and our goal is to share with you some of the best proven selling practices that you might wish to emulate!

Sell 101

Sell Objectives and Key Results Networking Pitch 101