1 Quick Tip to Instantly Increase Sales … and a Warning

I have one very simple tip that’s easy to implement and will grow your business exponentially – are you ready for it?

Answer the phone!

So yesterday, I wanted to contact home stagers and furniture refinishers to get three quotes from each.

Now how many calls do you think it took me? [Read more…]

Sales and New Business – Are you hungry?

Every once in a while I turn into a superhero – or a beast.

That’s how it feels anyway.

What do I mean by that?

I get hungry!

Here’s how it happens. I get this feeling in my stomach. It’s like a wildcat stalking its prey. I feel, I know, something is about to happen. I’m about to make something happen. [Read more…]

How to Set-up A Sales System and Sell with Insightly CRM

Insightly CRM Sales System Set-up

I’ve been helping and teaching business owners, sales managers, and salespeople how to set-up a sales system(s) for their businesses for the better part of 10 years. In the last couple of years sales automation, using CRM’s, and marketing automation have become very popular, and businesses are trying to take advantage of them. Salesforce is the obvious choice as a CRM for salesforce automation, and they led the field in building awareness for SaaS tools and using the cloud for business.

The truth however, is that salesforce is a complicated beast. It’s true that through add-ons and assorted tools and other SaaS software that integrates with salesforce you can achieve and create amazing sales and marketing processes. [Read more…]

What is a Sales System

I’ve been reading sales books for 25+ years. Wow! That sounds like a long time! Doesn’t feel like it though.

Anyway, some sales books talk about sales systems, but not one ever told me how to actually set one of those things up. You think Frank Bettger in “How I raised myself from Failure to Success in Selling” showed you what to do each day? Did Og Mandingo tell you how to pick up the phone and handle anything? When you learned to swim with the sharks, did you learn how many times you would need to call someone before they would answer the phone? Finally, while you may have heard all kinds of stories about the redhead and realized that a lot of the time you were guilty of “stinking-thinking” did Zig ever tell you what to do today to get more business?

I love every one of these guys. I cut my teeth on their information and they have pumped me up when I needed them. But you know what I really wished I had when I started out? [Read more…]

How to Customize Insightly CRM for Prospecting

In this video I’m going to show you how you can customize Insightly CRM to make it really easy to prospect.

Insightly is one of the easiest CRM’s to use on the market and the best thing about it is really easy to set-up and import contacts.

As far as importing contacts into Insightly CRM goes, it’s dead simple. Just set up the CSV file column names to match the fields in Insightly and importing is 2-clicks and done.

The best part about importing into Insightly CRM is even though you can create different .csv files for Contacts and Organizations, you don’t have to. You can just import Contacts and it will make the Organizations auto-magically. Think that’s not a big deal? Think again! It becomes a huge pain in the ass when you have to do each separately and then associate them afterwords. [Read more…]