The Science and Art of Prospecting
Originally posted on August 5th, 2021 on www.cfosimplified.com. Prospecting for new clients is a lot like fishing, you need to know where [...]
5 Priorities for Sales Leaders for Rest of the Year
We are halfway through 2021. Do you feel confident in your sales strategies to finish the year strong? Sales changed during COVID and [...]
Your Sales Process is Your Secret Sauce
Want to achieve consistent sales, faster? You need a sales process. Defining a systematic or repeatable process involving a series of steps enables [...]
Does your Sales Messaging Stand Out?
We’ve been sharing articles on the key components of any successful sales system ... this month our focus is on your messaging. It [...]
How Well Do You Know Your Customer?
How Well Do You Know Your Customer? One of the key components of any successful sales system is identifying who the ideal targets [...]
Want to Sell More? You Need a System.
It’s not widely known, but for companies to achieve significant, predictable, and sustainable sales growth, they need a system. A smooth selling system. [...]
Successful Social Selling in a Virtual World Podcast
Last week, Craig Lowder was the guest on Brian Basilico's The Bacon Podcast. He spoke on helping owners of small and mid-size companies [...]
Top 12 Reasons Why Your Sales Are Not Growing as Expected
I’ve spent the past 33 successful years in senior sales leadership roles at small and mid-size businesses and as a strategic sales operations [...]
Six Keys To Improve Your Virtual Selling During The Pandemic And Beyond
Written by Henry DeVries and originally posted on Forbes.com on 11.05.20 Sure, the pandemic is forcing many to embrace that new-fangled virtual selling [...]
Business Inspiration with Craig Lowder
Virtual Selling is Not New ... it has been around for decades. Think catalogs, telemarketers, late-night TV ads. MainSpring Sales offers sales management and [...]
Ya Gotta Know the Territory
People need to be set up for success which is why I came up with the eight great ways to organize sales people [...]
How to Make Employee Course Corrections
Performance planning and assessment should be done on a regular basis. When done right, this is a communication tool that is a key [...]
Do You Have a Sales Scorecard?
In sales, performance metrics are about keeping score as the game is on. Imagine a sport like baseball or football, and the importance [...]
Compensating Your Crew
There is a great adage in sales: “What gets rewarded gets done.” Many worthy books and articles have been written on the subject. [...]
Do I need a CRM system?
A customer relationship management (CRM) system can improve a company’s relationship with existing customers, as well as facilitate its quest to secure new [...]
How to Win as the New Player
How do you win a battle against bigger, better known competitors? That was the challenge facing Jeff Robertson, a career public safety official [...]
Charting the course: Forecasting
Another area that needs mathematical rigor is forecasting. Sloppy inputs will produce sloppy results. There is a sales axiom that not all prospects [...]
Where Is Your Ship Heading?
“If one does not know to which port one is sailing, no wind is favorable” — Lucius Annaeus Seneca, Roman statesman (4 BC- [...]
How to Hire the Right Sales Crew
An America’s Cup team is highly selective about which sailors are allowed to crew the ship. A company should be equally selective about [...]
The Eight Great Components of an Effective Sales Strategy
With smooth selling, sales strategy can be broken down into eight strategic components: Strategic Component One: Target Markets and Customer Segmentation A first [...]