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Posted on May 16th, 2012

The question “How do we grow sales quickly?” is asked in every business on a weekly basis.  The easy answer for us is that you would not have to ask that question if your sales function was doing three simple activities on a regular basis.

Asking for additional business from existing clients

When was the last time you met with your top clients to review the current business you were doing with them, showed them what else you could do for them better than others, and asked what they were planning that you might be able to help them with?

Asking for referrals from existing clients

Your clients have stayed with you for a reason.  When was the last time you asked them who they knew in the industry that you could help as well and who else they do business with where you might be a fit?

Asking for new business from other “ideal” future clients

Can you identify your best clients and why you have been able to be a partner with them?  Take your success and replicate it by producing a marketing piece about why people do business with you and send it to other “ideal” prospects with a call to action about engaging you.

These simple activities are often overlooked because businesses get caught up in their business and do not focus on them.  Make these activities part of your regular sales meetings and their will be no need to have conversations about how you can grow sales quickly.



Posted in Make the Goal, Opportunity Generation, Sales Engineering, Sales Metrics, Sales Optimization, Selling Skills    Tagged with New Business, Sales Growth, Increased Sales, Sales Meetings, Organic Growth, New Sales


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