The following quote is attributed to Albert Einstein: “Insanity is doing the same thing over and over and expecting different results.” Have you provided training to your salespeople over and over, yet they don’t seem to get different results? Everyone attends the training and is attentive and engaged. They depart feeling energized and ready to […]
You’ve heard it from your salespeople time after time. “I was hired to sell. My time is limited. I can’t possibly keep the CRM up to date, too.” This scenario brings to mind the words of Abraham Lincoln: “Give me six hours to chop down a tree and I will spend the first four sharpening […]
Large sales opportunities are often referred to as “whales” due to their size. They can have a significant impact on your revenue, but they can drain a considerable amount of time and energy while being pursued (just ask Captain Ahab). And if you don’t win the business, you not only have nothing to show for […]
The Ohio Small Business Development Center (SBDC) at Youngstown State University is partnering with Keylan Management Group to offer a workshop to address topics essential for success in sales. For over thirty years, the Ohio SBDC at YSU has accelerated business growth, helped to create jobs and contributed to the economy by providing consulting and training to existing […]
As you can see, business development requires a multi-faceted approach. There are many activities outlined above that you can work on to be focused, efficient and productive throughout the week. Be intentional!
Traditional cold calling results in about a 1% to 3% conversion rate for getting an initial appointment. So, is it any wonder that 53% of sales professionals give up too easily when cold calling and 48% are afraid to pick up the phone and make cold calls? When that same call (or email) is made with […]
What is a CRM (Customer Relationship Management) system? These systems are cloud-based programs that allow sales reps to perform a variety of functions such as loading prospects from a Microsoft Excel or .CSV file, entering sales activities, maintaining pipeline by sales stage, updating notes and contact information for prospects, clients, and Centers of Influence (COI), and […]
How many of you have sales goals for yourself, direct reports or for your company, but are unable to articulate the metrics needed to achieve those goals? For example: Is 10 prospect meetings per week realistic? How will you obtain these meetings? Will you use inbound marketing, cold calling, networking groups, or other methods? Oftentimes, when […]
If your salespeople are like most, from time to time they struggle with attaining their sales goals. And, they may offer a number of reasons for this including: Some of these, all of these or none of these may be true. What is true, however, is that establishing clear, concise activity goals and metrics and […]
What stands in the way of growing your small business? Is it a lack of capital? Is it limited time? Do you need more expertise? Let’s face it: it’s all of these to one extent or another, right? So, call me Captain Obvious but there is a point to this: you have the means to address […]
Keylan Management Group provides a consultative sales process where we listen attentively, understand your requirements, and create tailored solutions aligned with your objectives.
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