How to Fortify Your SEO and Marketing Strategy

Enhance Your Marketing Strategy   SEO is a fundamental building block for a marketing strategy in 2017. But, do you have a firm understanding of how Google’s Hummingbird algorithm functions? Me neither. Fortunately, a lot of nice people have conducted tests, and while we may not know how exactly the hummingbird decides which content to hover over,
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7 Reasons You Didn’t Close That Sale

Why didn’t you close that sale? As a sales professional, have you ever actually analyzed why you have been unsuccessful in certain sales? According to a study by Steve Martin, only 12% of salespeople are considered excellent, 23% good, 38% average, and 27% poor. What differentiates salespeople enough for them to be placed in those
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How to Get More Sales Meetings

Very few things are as effective as getting in front of your prospect so that you can pitch face-to-face. The system of sales meetings is simple. The more meetings you schedule, the more money you make. Unfortunately, scheduling more than a few meetings a month can be a difficult and time consuming process. How many
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How You Can Take Your HVAC Business to the Next Level

Accelerate Growth for Your HVAC Business HVAC is an industry that is constantly changing. One way to stay ahead of the curve is to enact a strong digital strategy. From eight SEER units to eighteen SEER units in just a couple of years, one thing’s for sure, this industry moves fast. However, by planning and
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Why You Should Start Selling with Belief

How to Close More Sales by Engaging Your Prospect and Communicating Your Vision How often are you closing significant sales? When you close a big deal, does it feel expected, like part of the process? Or does it feel more like you got lucky? If you are having trouble closing consistently, it may come down
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Why Sales Reps Should Stop Asking Leading Questions

Great Companies Sell Solutions by Focusing on Value. Have you ever taken a sales call and automatically known that the sales rep was reading from a script? This is far too common. Sales reps have been taught to start off a conversation by asking a series of obvious leading questions so that they can properly
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A Proper Response to “Your Product is too Expensive”

“Why should I buy this from you when I can get it cheaper from someone else?” Have you ever been asked this question? I have. Although this question tends to feel like a curve ball, it is a very reasonable question, and it would be even more reasonable to prepare a response. The key is
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How to Execute the Best Sales Presentation of Your Life

How Often are you Closing Monstrous Sales? It’s Your Presentation. How often do you get the feeling that you’ve absolutely crushed a sale? Ideally, we’d feel that way every day but sales can be unpredictable. Have you ever considered creating a sales presentation strategy to be more consistent? By creating and enacting a strategy, you
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Sales Secrets of High Growth-Companies

The authors of Sales Growth recently published an article explaining the actions that distinguishes sales organizations at high-growth companies.   Can your sales team really be all that different from the next? Definitely. What differentiates high-growth companies from low-growth companies? Usually, it’s a sales team leveraging an innovative process. Now that we’ve got that cleared up, let’s
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The Truth about Sales Commission Plans

We all know how difficult it can be to hire a good sales team, and keeping them motivated once they’ve joined the team can be even harder. This is why executing a solid commission plan that everyone benefits from is key. Tom Tunguz wrote a killer article that breaks down the data of different commission
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