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Manufacturing Marketing Success: $1M in Sales Growth Interview and Case Study

Posted by Todd Hockenberry

We love sharing our success stories with our blog readers. Our client’s victories and achievements become Top Line Results victories too, and I love getting the chance to share with readers that manufacturing marketing and sales growth is achievable no matter now niche your market might be.

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Topics: TLR Case Studies

The Sorry State of Sales Skills

Posted by Todd Hockenberry

This is a report about the sorry state of sales skills that I just witnessed at the Pack Expo trade show in Chicago this weekend.

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Topics: What about Trade Shows?, Inbound Sales

One of the many ways to kill a sale

Posted by Todd Hockenberry

How many of your sales people are like Chris Farley in one of my all-time favorite sales movies Tommy Boy? 

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Topics: Is my selling strategy working?

Questions To Ask Your Customers

Posted by Todd Hockenberry

Recently I was asked, “Do you have questions you always ask future customers?”

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Topics: Is my selling strategy working?, How can we grow with existing customers?

How's your sales follow through?

Posted by Todd Hockenberry

Anyone can follow up once a sale is made. "Did you get the product or service?". "Are you happy with what you received?". Our task managers and calendars can automate this type of low-value follow up contact with a customer. In fact these types of follow up are increasingly being automated because they require no judgment, thought, or expertise and communicate no value whatsoever to the customer.
 
So commit to sales follow through instead of merely following up.
 
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Topics: Is my selling strategy working?

Is it Time to Re-think Your Sales Channels?

Posted by Todd Hockenberry

It is easy to fall into a rut. The familiar is well, familiar.  But is it the best?  You know the answer to that question but maybe the next questions are harder to figure out.

Making a change to your sales channel is difficult. Many of you know you need to structurally change how you approach your markets and do something different in order to start growing your business.

Here are a few questions to ask yourself:

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Topics: Is my selling strategy working?

Why Face to Face Communication Still Matters

Posted by Todd Hockenberry

We know creating a customer is different now than 10 years ago.

  • 93% of all B2B purchases start with an Internet search
  • 70% of the buying process is over before a buyer talks to a salesperson

And if you believe this article most sales jobs will be gone in the near future.

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Topics: Is my selling strategy working?

Generate Warm Leads by Skipping the Cold Starts

Posted by Todd Hockenberry

In today’s changing world we receive so many sales and marketing messages that we all have become immune to the noise.  Estimates vary but the average person receives, in one form or another, up to 1,000 marketing messages every day. Our mobile devices and apps help us have access to information at any time and help us filter out what we don't want to see. Nobody is listening to you, but they are searching.

Business owners constantly complain to me that no one answers their phone, you can't reach the decision maker, my sales team is not getting it done. What changed? What can we do about it? 

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Topics: How do we grow sales?, We need more leads!

Is the sales process really 70% over before they call you?

Posted by Todd Hockenberry

Last week I visited a client  that sells large tube processing equipment to attend their open house with customers from all over the country. They had just launched a new laser cutting line and were showing it off to existing customers and prospects.

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Topics: Is my selling strategy working?

Don't Follow These Steps To Improve Sales Performance

Posted by Todd Hockenberry

Do you get those annoying emails daily from the latest app or software platform add-on where the spammer acts presumptively, without having proved any value or understanding of your situation, and asks for a 15 minute call to demo their gotta have thing? They scrape your email from a public listing like a HubSpot partners list and then assume they are so awesome that I have to listen. 
 
We are an inbound marketing consulting agency, maybe try using some inbound techniques to get my attention instead of interrupting me with your nonsense.
 
Great article here from Marketing Insider Group on this topic.
 
Below is another example of today's sales people ignoring the changes in buyer behavior and being lazy
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Topics: How do we build a sales pipeline?, We need more leads!, Inbound Sales