Building Relationships Archives

Engaging Your Prospects Across Social Platforms

July 10, 2019
/ By Alice Heiman

Where Are Your Prospects? We need to meet our prospects and customers where they are. That might be at a trade show or event, at their office, on the phone, via email or on social media. Do you know

Why Aren’t Your Key Accounts Growing?

June 20, 2019
/ By Liz Heiman

How much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be

Lack of Consensus Leads to No Decision

June 12, 2019
/ By Alice Heiman

No Decision Doing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent. I was talking to the founder of a company that was concerned

6 Ways to Go from Satisfied to Loyal

May 15, 2019
/ By Alice Heiman

I can’t imagine any business owner saying that satisfied customers were not a priority. To use a term, I borrowed from Daniel Pink, I’d like to “flip” your thinking. Instead of thinking that

This is How To Make the Most of Networking at a Conference

March 27, 2019
/ By Alice Heiman
/ 1 COMMENT

Many of us attend conferences for continuing education, but these can be great networking opportunities also if we have the right mindset. Approaching new people can be difficult because of the obstacles

6 Ways to Turn a List to Leads

March 13, 2019
/ By Alice Heiman

I can never write enough about prospecting. It is essential to staying in business! Dips in sales are tough on cash flow and moral. In order for your company to have steady growth, you need a steady flow

How to Conquer Common Sales Objections in 6 Steps

February 20, 2019
/ By Alice Heiman

Are members of your sales team having trouble closing deals because of the objections your prospects raise? Objections are a natural part of the sales process. When you and the prospect are taking

9 Ways to Show Your Clients Love

February 13, 2019
/ By Alice Heiman
/ 2 COMMENTS

We appreciate our customers and we all know it is important to thank them. Yet, do we do it in the best way and at the best time? Asking clients about their level of satisfaction and thanking them

Build a B2B Sales Organization from the Ground Up

January 16, 2019
/ By Liz Heiman
/ 3 COMMENTS

Start building your B2B sales organization by laying a foundation for success. When you are building a house, before you do anything else, you put the infrastructure in place and lay the foundation. A

Lessons for Your Sales Team to Learn from Santa

December 19, 2018
/ By Liz Heiman
/ 6 COMMENTS

With Christmas just around the corner, images of Santa Claus are everywhere. Kids are making Christmas lists, and getting their photos taken with Santa. Santa is the icon of the season. Why is he so

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