Entrepreneurship Archives - The Closers Group

4. How do you rank yourselves on activities considered important by your customers and how would they rank you on:
A. Understanding their business?
B. Client/customer focus?
C. Dealing with unexpected changes?

5. Before deciding on the best approach to the prospect, does your relationship need reinforcing? Do you even have a relationship?

6. What internal pressures on your client might impact their receptivity to additional purchases from you?

7. Who is (are) the final decisionmakers, the user of your service or product plus a budget/finance executive?

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#salescoaching hashtag
#revenuegrowth # Entrepreneurship
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IT’S NO BULL -Listening Should Permeate Sales Training

Written by Allan Colman on October 23, 2023. Posted in Allan Colman, Conversion Rate Optimization, Entrepreneurship, Sales Acceleration.

IT’S NO BULL!
– Listening Should Permeate Sales Training

The art of listening should permeate sales training (yes training). It is a critical part of every marketing plan and be a strategy to use during every concerted business development opportunity. Listening and responding to a client or prospect’s needs are imperative if you want to win or keep a client.

One IBM sales training rule was get your client talking 60% of the time. Plan your questions ahead, address their needs and present your solutions. And it will demonstrate how important to you relationship building is.

No bull – don’t just show up and offer new products or advice.

#Sales Consulting, #Entrepreneurship, #Revenue Acceleration

SEIZE THOSE OPPORTUNITIES

Written by Allan Colman on October 12, 2023. Posted in Conversion Rate Optimization, Entrepreneurship, Sales Acceleration.

SEIZE THOSE OPPORTUNITIES –

Phases 2 and 3 of “CLOSING THE DEAL”

2. Meet ’em: Making Connections and Seizing Opportunities

“Meet ’em” carries a dual meaning: first, it emphasizes the importance of sitting down with clients and prospects to increase business and reach the coveted Closing Zone. Second, it encourages sales professionals to get out there and make connections once the best prospects have been identified. Attend industry conferences and events to encounter and interact with key decision-makers, in-house counsel, business executives, and human resources administrators who may have pressing problems that need solving.

3. Get ’em: Continuing to Expand Your Prospect Base

The process of meeting new prospects doesn’t end with securing one contract. To “get ’em” continually, you must persistently connect with new potential clients. Leverage your existing clients by seeking introductions to their colleagues, business unit executives, and peers at non-competing organizations. Cultivate relationships further by arranging lunch meetings to discuss business challenges and future opportunities. Invite prospects to attend conferences or panel discussions that align with their interests and needs. Demonstrating your commitment to helping them solve problems is key to fostering trust and gaining repeat business.

#Sales Skills #Entrepreneurship #Accelerate Revenue

Thankyou Jeff for a great review

Written by Allan Colman on September 26, 2023. Posted in Conversion Rate Optimization, Entrepreneurial Startups, Entrepreneurship, Sales, Sales Acceleration, Speaking and Workshops.

A KEYNOTE THAT MADE ME MORE PRODUCTIVE

A few weeks back, I attended a Keynote “The Profit Lab” and a follow-up seminar led by Dr. Allan Colman. It was focused on building new revenue using methods that will be helping me grow. I’m already putting several of the potential accelerators into action.

#Revenue #businessaccelerator
#losangeles

Show “Em You Mean Business

Written by Allan Colman on September 19, 2023. Posted in Allan Colman, Business Development, Business Strategy, Entrepreneurship, Sales Acceleration.

Show ‘Em You Mean Business – Your Presentation

Phase III. CLIENT PROSPECTING PLAN

• Be ready to answer any and all questions.

• Be transparent, direct, and confident.

• Support your presentation with take-aways, visuals, and detailed success stories from previous and current clients.

• Stress your firm’s interest, qualifications, and commitment your similar and successful experiences.

#salesconsulting #marketgrowth #entrepreneurshiptips

Written by Allan Colman on August 3, 2023. Posted in Allan Colman, Asking for Business, Conversion Rate Optimization, Entrepreneurship.

ARE YOU USING THE “5” KEYS TO GENERATING LEADS?

“Start where you are. Use what you have. Do what you can.”
– Arthur Ashe

What can you do differently from your competitors to achieve real results from lead generation efforts? The key is to identify both effective and underutilized assets:

* Interview professionals and management;
* Research experiences with past clients/customers and most frequently used firm services;
* Assess current business development strategies and methods;
* Brainstorm with firm management and offer action options for immediate implementation;
* Build a Strategic Action Implementation Program.

This “action plan” keeps the client’s professionals and marketing teams on track with time schedules, personnel assignments, targets and real accountability.
It works with metric-accountability.

#Sales # Competitors # Lead Generation

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DO YOU PLAY THE ‘5’ STEP CLIENT PROSPECTING GAME?

Written by Allan Colman on July 27, 2023. Posted in Allan Colman, Business Development, Business Strategy, Entrepreneurship, New Business Development, Startuups.

DO YOU PLAY THE “5” STEP CLIENT PROSPECT GAME?

“New business is the final destination of your sales roadmap.”

The “game” you play with a prospective client/customer isn’t much different from a sports game. Preparation prior to the event is critical. And in our workshops and seminars, we emphasize the following tasks:

1. Do your homework;
2. Make a connection;
3. Show ’em you mean business — Your presentation;
4. Perform diligent follow-up;
5. Ask for the business.

The more that you know about your prospects, clients and what to expect, the better your chances are of locking up another win by securing new business.

closersgroup.com

5 WAYS TO MAXIMIZE REJECTION

Written by Allan Colman on July 25, 2023. Posted in Allan Colman, Business Strategy, Entrepreneurship, New Business Development.

5 WAYS TO OVERCOME REJECTION

“Nothing will work unless you do.” Maya Angelou

What? Maximize Rejection? YES! Let’s say a proposal was not accepted. Don’t just discard their decision. Consider these 5 tools to beat them and others in the future:

1. Remember Peter Drucker’s “Creative Abandonment” approach. If something is not producing and looks as though it won’t, abandon it. Put it on the back burner for potential future business.

2. Make sure you have a Client Recovery Plan. There will be bumps along the way, so have your responses prepared ahead of time.

3. Conduct “post mortems” on every pitch and proposal, whether successful or not.

4. Make sure you know who the real, economic decisionmakers are.

5. Practice your pitches and then practice some more.

Continuing to utilize these 5 key steps will build your confidence in marketing and your sales successes will increase.