by Shaun Heuerman | Dec 1, 2011 | Strategic Planning
Create a “Top 100” plan for an extremely high level of giving and care for those prospects and clients who are most valuable. It’s your insurance policy to retain and grow business with top targets and to create referrals from those people. Your “Top 100” contact plan...
by Shaun Heuerman | Nov 24, 2011 | Employee Motivation
A new attitude invariably creates a new result. That is why it is essential to identify those employees within your organization that have an attitude problem and correct it quickly. Not only do they impact their own performance, but they suck the energy from everyone...
by Shaun Heuerman | Nov 17, 2011 | Sales & Marketing
Research shows that the salesperson who presents last is guaranteed the sale 94 percent of the time. That said, the mark of a good salesperson is not ‘wheeling and dealing’ but rather mastering how to secure this profitable position. All too often, we hear...
by Shaun Heuerman | Nov 10, 2011 | Employee Motivation, High Performance
Keep your sales funnel clean. Instead of accepting a weak “no” or “maybe later” and keeping that person on your prospect list, try using the prospect’s “NO” to get one step closer to “YES.” Take a lesson from kids who have set their sights on a treat. It’s pretty hard...
by Shaun Heuerman | Nov 3, 2011 | Profitability and Growth, Sales & Marketing
Of the hundreds of potential marketing tools available to help us get more customers and more deeply penetrate each relationship, the ones that are most commonly neglected which could create the biggest returns include: Mailing helpful information to current clients....
