If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an...
Attract New Customers More often than not, sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers, businesses may not be optimizing the customer experience for their current ones. It seems crazy...
What’s the easiest way to get new sales revenue? Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. What’s the next easiest way...
Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many sales leaders and company owners. My friend Joanne Black and I...
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 of leads. Many businesses lack a process for lead generation,...
Did you know? 20% of customers at a given company are the source of 80% of the company’s profits. You probably did, and it may be that way at your company. Losing one of those 20% accounts can really hurt. "Recruiting new customers costs 5 times as much as...
Why? Why? Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all because every sales leader and account based sales rep knows that referrals are their hottest leads and best...
Your customers know you appreciate them, right? Valentine's Day is right around the corner and I'm sure you've already gotten gifts for your loved ones. It's a day that we show our loved ones that we care. Here at Alice Heiman, LLC, it's our favorite time of the...
One of the things I enjoy most is talking to smart people who care about sales. Recently, I was on the Salesman Podcast with host, Will Barron. We had a fun conversation and I shared my opinion on some controversial sales subjects. Click here to listen or read...
The tendency this time of year is to stop selling. You've heard every excuse. I can’t reach anyone. Budgets are already spent. And I'm sure a myriad of others. It’s also easy to get sucked into the holiday hustle and bustle so much that you don’t have time to sell....