Adaptive Business Services

APRIL 20, 2022

Professionally, my reading focus is generally limited to one topic only … selling. You might think that something as fundamental as selling would not be the subject of a veritable fire hose of topics touting the changes in sales, the advances in sales, and the shifts in salesperson responsibilities. I live and breathe sales.

Sell 77

Sell Pipeline CRM Business Services 77

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. Keys to selling success. This applies to all aspects of selling.

Sell 87

Sell CRM Referrals Up-sell 87

Adaptive Business Services

MARCH 1, 2023

While we can’t cover every aspect of selling in three simple steps, these are the critical ones. These 3 steps are the glue that holds the selling process together and they are repeatedly deployed throughout the sales cycle. The post A Simple 3-Step Plan for Selling Success appeared first on Adaptive Business Services.

Sell 71

Sell Electricity Clients Up-sell 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. There is no perfect product or service and, when somebody tells me “No” , their credibility rises. . They wanted the $479 unit.

Sell 71

Sell Represent Technique Up-sell 71

Adaptive Business Services

NOVEMBER 24, 2021

Everybody sells – Think about referrals from other team members. The post Selling Signs – Selling is a Team Sport appeared first on Adaptive Business Services. For these folks to hide in the background is counterproductive to their own development as well as to their own accountability.

Sports 71

Sports Sell Transportation Electricity 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. The post The Role of Urgency in Selling appeared first on Adaptive Business Services. As in … placing the order. Would you like to chat about sales or Nimble CRM?

Sell 71

Sell Electricity Manufacturing Technique 71

Adaptive Business Services

AUGUST 10, 2022

While our personal lives have returned to some degree of normalcy, business (and selling) has been changed forever. Now that things are opening back up, businesses have decided that either …. When I started selling, it was rare to use the phone other than to schedule an appointment. Call it the 12 month flu season.

Sell 71

Sell Appointment Up-sell Clients 71

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. We looked at their companies to determine their services. However, what if we assumed that all buyers are driven by service? Guess what?

Process 77

Process Sell Repeat business Referrals 77

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). What does all of this have to do with social selling?

Sell 90

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

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

FEBRUARY 24, 2021

You can talk about advanced selling techniques and tools all you want, but until you have a solid grasp of selling fundamentals … these exercises are meaningless. Is selling any different? The difference between “knowing” and “reflex” your selling fundamentals. The post Master Your Selling Fundamentals First!

Sell 77

Sell Trust Technique Up-sell 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

APRIL 24, 2024

I do integrate behavior and selling skills assessments into this process, but only with the top candidates. For that matter, my selling style has also evolved, substantially, through the years. The funniest part of selling is that it isn’t even sales skills that will earn you that sale. I can train a monkey to sell low bid.

CRM 77

CRM Repeat business Referrals Clients 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

DECEMBER 8, 2021

The post Selling Signs – Effective Communication Skills appeared first on Adaptive Business Services. Both are task focused but C is slower and more detail oriented than D. Book a free 30-minute Zoom meeting with me! Email – craig@adaptive-business.com.

Sell 71

Sell Electricity Meeting Presentation 71

Adaptive Business Services

JULY 8, 2020

The post Office or Remote Selling – Managing Effort and Effectiveness appeared first on Adaptive Business Services. [i] “The Benefits of Working from Home,” Airtasker, March 31, 2020 [link]. [ii] ii] “The Benefits of Working from Home,” Airtasker, March 31, 2020 [link].

Sell 118

Sell Trust Technique Represent 118

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?”. Five years later we were.

Closing 71

Closing Sports CRM Consult 71

Hubspot

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them.

Sell 95

Sell Retail Objectives and Key Results Prospecting 95

Adaptive Business Services

NOVEMBER 29, 2023

I’m rather fond of the principle that “everybody sells” in a business as selling incorporates so many non-selling functions with the ultimate shared goal of creating, and nurturing, satisfied customers. The post I Just Want to Maintain Contact Records In My CRM appeared first on Adaptive Business Services.

Contact 71

Contact CRM Customer Relationship Management Relationship building 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

MARCH 6, 2024

For example, I follow news on selling and on CRM. You can, and you should , be leveraging these capabilities to provide better customer service and to increase your revenues! To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page.

CRM 62

CRM Follow-up Consult Networking 62

Adaptive Business Services

MAY 3, 2023

Regardless, isn’t selling all about relationships? Selling skills … not a data item. If you would like to chat with me to determine if Nimble CRM might be right for your business, please book a free 30 minute Zoom consultation with me. If a lot of data is what you are looking for … you would be in the can’t help group.

CRM 122

CRM Pipeline Consult Business Services 122

Adaptive Business Services

APRIL 7, 2021

This is why legacy companies tend to dominate in B2B (in the absence of truly disruptive startups, at least): they’ve earned industry trust over time, something that’s a core part of a long-term selling strategy. The post 3 Reasons Why You Should Sell Through the Main Online Marketplaces appeared first on Adaptive Business Services.

Sell 71

Sell Gambling Trust B2B 71

Adaptive Business Services

FEBRUARY 20, 2019

Selling is not a “chicken or egg” riddle. In today’s world of social selling, this task falls into two disciplines … being found and finding. Get your profiles in order – This is job #1 and do not, do not , become active in social selling until your social profiles are looking spiffy. Educate – Become a resource.

Sell 54

Sell Referrals Territory Repeat business 54

Adaptive Business Services

NOVEMBER 14, 2018

Specifically, is having a high degree of urgency a necessary selling characteristic? Not all selling scenarios are created equally. The post Urgent Memo – Selling 101 appeared first on Adaptive Business Services. Today’s topic is …. Changing one’s natural pace can be challenging.

Sell 48

Sell Business Services Service Product 48

Adaptive Business Services

APRIL 19, 2023

I have read literally a ton of articles lately about the latest evolutions in selling. Changes in how we sell. How to make selling easier while at the same time more effective and efficient. Selling is a contact sport and that means being in front of the customer and building trust and relationships. Want some?

Sports 71

Sports Education Sales Technique 71

Adaptive Business Services

JANUARY 24, 2024

Revenues are the lifeblood of your business. Nothing happens until somebody sells something. We not only want to secure new customers, we need to increase business with our existing clients. Focus on those prospects who are most likely to do business with us. This is only a very short list of potential benefits.

CRM 71

CRM Commission Territory Repeat business 71

Adaptive Business Services

MARCH 13, 2024

Providing that you and your firm are capable of servicing them, high value deals are often much easier to secure than are smaller ones. Less capable firms will generally not be invited to compete Not every firm has the ability to service larger accounts. They are also easier to keep, but you have to continue to work to ensure that.

Electricity 77

Electricity Price CRM Consult 77

Adaptive Business Services

SEPTEMBER 19, 2018

Agents who are actively selling multi-million dollar properties certainly know a few things that the rest of us don’t. With the slogan, “Don’t sell without intel!”, No matter who you’re selling to, remember they’re still human. And the best of the best never flinch.

Real Estate 67

Real Estate Sell Follow-up Up-sell 67

Adaptive Business Services

OCTOBER 18, 2023

This required some major adjustments to my selling style. The post Fail Forward appeared first on Adaptive Business Services. That being said, I was always guilty of two things … Only doing the minimum needed to earn the sale. Giving up too easily and writing a sale off as being a bad fit. How about you?

Business Services 71

Business Services Up-sell Clients Sell 71

Adaptive Business Services

JANUARY 25, 2023

After all, is not the potential candidate trying to sell you something? They are selling themselves. If you would like to discuss my services further, please book a free 30-minute Zoom consultation with me! The post Hiring Your Next Sales Rep appeared first on Adaptive Business Services. Of course they are.

Sales 71

Sales Clients Consult Up-sell 71

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. My Nimble CRM consulting business has been going well, but I would like to do more of it so that will be an area of focus. Hopefully, I can rely on pure selling instead.

Electricity 71

Electricity Referrals CRM Consult 71

Adaptive Business Services

NOVEMBER 16, 2023

Presently, the AI responses are being generated by a Google service. package (Sales Pro) is designed for power users and it includes selling education videos, scripts, and playbooks. The post FlyMsg – I Dip My Toe Into The AI Pool appeared first on Adaptive Business Services. I’m going to take things … slowly.

Education 71

Education CRM Consult Technology 71

Adaptive Business Services

AUGUST 9, 2023

However, that does not mean that it can’t be used appropriately and specifically within the selling profession. appeared first on Adaptive Business Services. Frankly, I don’t trust it and the odds that it will be misused are totally off the scale. It creeps me out. Here we go again! The post I’m at a Crossroads With A.I.

CRM 62

CRM Business Services Trust Up-sell 62

Adaptive Business Services

FEBRUARY 14, 2024

Lead qualification workflow When someone inquires about your product or service, one of the first things that you will need to determine is if there will be a match between their needs and your offering. Budget – Do they have the necessary funds to invest in your services? appeared first on Adaptive Business Services.

Process 77

Process Pipeline CRM Represent 77

Adaptive Business Services

DECEMBER 27, 2023

Selling style and success – My selling style has changed dramatically which has led to much higher levels of success. I guess this means that I am still human:) The post Transformations appeared first on Adaptive Business Services. This led to even more uncomfortable conversations. Now … doesn’t happen.

Clients 62

Clients Business Services Conversion Sell 62

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. Selling becomes a hell of a lot more fun when you’re not selling! They’re there. Tin Men kind of stuff.

Objection handling 71

Objection handling Quota Pitch Technique 71