I just posted two more client interviews to our YouTube channel: http://www.youtube.com/user/BallistixAU You’ll find an interview with Patricia Smith (Albert Smith Signs), who have recently seen a dramatic uplift in sales, and one with Charley Courey (9Wood), who relates how Ballistix have helped them to stabilize a previously chaotic project environment.   Share and Enjoy: [...]

I just posted a video interview with Fabiano Aguilar (the VP of International Sales, Agentrics) to our YouTube channel.  You can view it here: http://bit.ly/Rb5Vb Fabiano discribes how we worked together to build an international sales process from the ground up.  Today Agentrics has salespeople on multiple continents — all scheduled by the one central (Chicago) sales-support team.  [...]

On Tuesday I presented a 60-minute webinar for Industry Week (USA’s number-on manufacturing publication). You can register and view this webinar here: http://tinyurl.com/pq44ef The title is: How to grow sales in a shrinking economy.  It’s an introduction to SPE, along the lines of my past post entitled A strategy for coping with tough economic times. [...]

The other day, our publicist asked me to comment on an article exploring the business case of various CRM’s for small- to mid-sized businesses.  (CRM is the technology used by organizations to automate the sales function) … My input is simple: there is no reason for a SMB to purchase a CRM at all. Microsoft Office [...]

Here’s a limited opportunity to participate in a Webinar featuring a conversation between Dr Lisa and myself.  (Friday, May 08, 2009 from 10:30 AM – 12:00 PM (Mountain Time)). I get asked (almost) daily if our approach to sales (SPE) complements Dr Lisa’s approach to marketing (Mafia offers).  Dr Lisa finds herself regularly answering the [...]

That’s right! I’m happy to report that I’m presenting at the CPI-Symposium in Washington state, in May. Other speakers include Robert Fox, Stephen Covey, Lisa Scheinkoph and Larry Leach. To learn more about this conference, visit: http://www.cpi-symposiums.com. You can also watch a video here: http://tinyurl.com/ccm62v Hope to see you there! Share and Enjoy: Related posts [...]

A slow economy does not have to mean fewer orders As the economy slows, it’s likely that your firm’s order flow will slow too. But, does it really need to? For you to answer this question in the affirmative, two conditions need to be in place: Your share-of-market needs to be considerable Your sales function [...]

As many of you know, I’ve been splitting my time between Australia and the US for the last six months or so. I’ve been interested to see that, although I’ve cut my available capacity in Australia by almost half, our volume of Aussie sales has stayed exactly the same (in fact, in recent times it [...]

Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable. When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door. However, a second look reveals that [...]

Tell me, how’s your conversion rate? Specifically, is your organisation converting the optimal percentage of sales opportunities into sales? My bet is that you’ll find this question hard to answer … for two possible reasons: You don’t know what your optimal conversion rate is. You can’t bring yourself to be happy with a conversion rate [...]