When Results Matter Most

“Our results, much like our footprints, show us where we’ve been, not necessarily where we are going.”

Results are the yardstick by which we measure our performance, progress and our level of success. It is born out of Logic 101. “A thing that is caused or produced by something else; a consequence or an outcome.” If I do this … then this will occur. So, now that we are closing in on the 4th quarter of 2019, what more needs to be done in order for you to achieve success?

The one common thread that connects each of us, is a desire for MORE. We all desire more of something – money, free-time, sleep, etc., which translates to a requirement for more results. Unfortunately, our need for instant gratification and an endless pursuit of unfulfilled needs, wants and desires has moved us away from a longer-term focus and strategies beneficial to achieving personal/professional growth and success. Continue reading…

Sales Funnel vs. Sales Process

“Sales Process” most often refers to the repeatable set of steps your sales team takes with a prospect to move them from an early stage to a closed sale. Many of the articles I have read on this topic refer to the Sales Funnel and the Sales Process as the same thing. However, my view of the two is somewhat different.

From my vantage point, you should have a clearly defined Sales Process for prospects and existing clients. Why? Because the sequence of events, hand-offs, deliverables and timeframes may be different for prospects vs. clients. These key differences should be understood by you and your sales team in moving prospects to clients, staying in-touch and building those long-term business relationships.

The “Sales Funnel” on the other hand, reflects all of the active sales projects that result from the various interactions with both prospects and clients.

Our BLF ELITE Mastermind group has been working on the areas of Sales Process and Funnel Management for the past two months. And I want to share some thoughts with you from our work in the hope that it will help you build more effective sales processes for your business.

Sales Funnel … Is opportunity driven. The Sales Funnel provides a visual snap shot of all of the active sales opportunities that you are working on, and their various stages of completion from warm lead to Customer Acceptance. It is also the virtual “lifeline” for your business to both new and existing customers in driving sales revenues. Continue reading…

Get to Know Your Customers

Get to Know Your Customers Day is observed annually on the third Thursday of each quarter (January, I'm Your CustomerApril, July, October). This is a day to reach out to your customers and get to know them better. However, should it really be necessary to designate a day each quarter to get to know our customers?

Getting to know customers (all the time) is a requirement for building a successful and thriving business or practice!

We have heard it recanted over-and-over again, “People do business with people they know, like and trust”. A large measure of building that level of trust is staying in touch. Likewise, the primary goals of any business are what? Get more profitable customers to buy, buy more and buy more often. Continue reading…

Your Sales Pipeline Is Your “Lifeline”

Yes, your sales pipeline is truly your lifeline for future business success. You have heard me say this many times before, no sales forecast = no business; no sales pipeline = no business!”

We are heading towards a world of perfect knowledge. With a trillion sensors gathering data everywhere (autonomous cars, satellite systems, drones, wearables, cameras), you will be able to know anything you want, anytime, anywhere, and query that data for answers and insights. Yet with all this information available at our fingertips, many solopreneurs and small business owners today know very little about where their new business revenues will come from next week, month, quarter and so forth.

Why? Because far too many business owners don’t have an accurate sales pipeline to forecast and monitor their progress.

Who Wants Customers for Life2

How can you be expected to make intelligent decisions about where and how to invest in your business without accurate data available to predict monthly inflows (revenue) from sales and outflows (expenses)? The short answer is you can’t! Continue reading…

Dear Prospect: Let’s Get Hitched

Let's Get Hitched2

No not literally, figuratively. It is April Fool’s Day after all.

We speak and write a lot these days about sales “engagement”. However, we should be devoting more time and emphasis to the ‘S’ word – “sales”, in order to consummate the relationships with prospective customers.

“We become what we think about most of the time.”

I’m playing with words here to touch upon the major point of this article. Studies have shown that most of us have tens of thousands of thoughts each day. However, the vast majority are exactly the same as we had yesterday, or the days before. In effect, our actions tend to follow our thoughts (and our words). Continue reading…

Relaunch of the Business Leaders Forum℠

Are You Passionate About Spending More Time Working ON Your Business And Learning Strategies To Help You Achieve The Results To Move Beyond Your Vision?

Growing a business in today’s challenging economic climate can be a daunting task for any business leader. Are you struggling to find the right formula for success to take your business to the next level and beyond? Do you need expert advice to help you …

  1. Develop a “game plan” to improve your sales and profits outlook, launch new products or services, and/or marketing initiatives?
  2. Change your business direction, enter new geographic markets or develop new sales channels?
  3. Get a new business venture started and develop the blueprint that will lead to future prosperity and growth?
  4. Develop new leadership skills and competencies, and discover YOUR personal plan for success?

The Business Leaders Forum mastermind program can help you address these critical business challenges, and achieve the results to move beyond your vision in a balanced way!

I know what you’re thinking … here we go again with yet another hollow sales pitch that makes wild claims but delivers little to no value in return. Well, not this time! The Business Leaders Forum℠ is a proven strategic mastermind program first launched in September, 2009 that has helped numerous entrepreneurs, small business owners and business leaders over the past several years dramatically improve business performance, while helping them achieve their personal and professional goals.

NOW, we have incorporated the very best elements of this highly regarded mastermind program into a new, advanced business leaders’ series. Continue reading…

Prospecting: Like Hunting for Werewolves

Prospecting can sometimes feel like hunting for werewolves, particularly if there is no full moon. And what better time to talk about werewolves than at Halloween, right?

Yes, prospecting can be a scary, time consuming and frustrating process. There are lots of ghouls, goblins and things that go bump in the night out there that can derail your efforts to secure new business and achieve your revenue goals. If you don’t have a solid game plan to reach your intended targets, you can spend a lot of time, energy and resources chasing your tail, with little or no return on investment (ROI).

Werewolf Marketing

So, what is the best way to maximize the return on your prospecting investment, and avoid getting caught in the jaws of the prospecting beast? Continue reading…

Building Your Sales Message

What would you say to a prospective buyer if you only had 30 seconds to make an interest creating remark to get that all important first meeting?

Well guess what … this is about all the time you have to make a positive first impression that will hopefully lead to future sales. In most networking and social interactions, 30 seconds or less is the standard to grab their attention. You see, we humans have rather short attention spans and are easily distracted.

Building Your Sales Message

So, what’s the secret to capturing a prospective buyer’s attention in a crowded room or a crowded marketplace bombarded by literally thousands of daily sales messages? Continue reading…

Who Wants Customers For Life?

Más ventas y beneficios. Mehr Umsatz und Gewinn. Plures venditiones et expletia. Yes, in any language “more sales and profits” are the magic elixirs for a business. However, one of the most overlooked and misunderstood benchmarks for business success is the Lifetime Value (LTV) of a Customer.

In the May 13th blog article I provided a number of ways to help business owners improve their revenue and profit projections with minimal additional cash outlay. In this article, we will focus on the importance of retaining profitable customers for life.

Who wants customers for life?

The short answer is … every business owner who wants to remain in business for the long haul. The chart below illustrates why retaining 100% of those profitable customers should be a top priority for any growth business.

Profitable Customers

Profitable Customers

When you look at the landscape of the majority of businesses, a limited number of key customers often dominate the profits achieved. In a typical business situation 20% of the customers’ can account for as much as 75% – 80% of the profits. This principle is called Pareto’s Law. Continue reading…

It’s Time to “Up the Ante”!

Yes, it is almost that time again. Mid-year is just around the corner and you know what that means. The halfway point of the 2nd quarter is generally when muscles begin to tighten (you know which ones I’m talking about) for many business owners as they reflect on their year-to-date financial performance.

BIG QUESTION: How are you going to overcome the current budget shortfall with only 2.5 quarters remaining in the calendar year?

Time to Up the AnteIf you’re behind in your financial projections, it’s time to “up the ante”! No, I’m not suggesting that you just open up the check book and toss money at the problem. In fact, here are some recommended ways to dramatically increase revenues and profits with only minimal investments.

There are three basic ways to grow a business – increase prices, sell more to existing customers and sell to new customers. The primary goal for any business owner should be to get more customers to buy more, and more often. So, start with the basics and go from there to determine what actions are necessary to improve results. Continue reading…