More sales requires more leads, right?
The short answer is no. We have hundreds of examples where sales have been radically improved with no additional leads. Occasionally, leads can be reduced, and sales increased. There’s no one answer to achieving more sales vs. process shifts, but it starts with...
Is there a hole in your sales bucket?
There’s no point pouring water into a leaky bucket, just as there’s no point pushing more leads into a leaky sales system. Most companies start with a well-designed and tightly performing sales system. Over time, though, this finely tuned machine shakes loose a few...
What is reverse lead engineering?
It’s natural to assume that more leads will equal more sales. It usually does. However, more sales may not equal more profits. Transactions drive costs, and the more transactions you have, the more costs go up. If you drive low-quality transactions, you can have more...
How doubling leads ruined Rob’s business….
You’re probably scratching your head right now, wondering how more leads could ruin someone’s business. Rob’s business operates a network of home repair outlets in the Northeast. They were an early adopter of a lead aggregation website (e.g.,...
Do Products Sell Themselves?
We received this email from a customer the other day. It reflects a lot of the chasm between what business owners think and what salespeople know. Virtually no product sells itself. If it did, web orders would be overflowing and this email would not be necessary. As...Recent Posts
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things are good,” however, we tend to forget it... Read more →
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →