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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?

Inbound Sales and Marketing Building Rapport with Prospects

Posted by Todd Hockenberry

One of our long time customers Bell Performance, shared this outline of ways for sales people to build rapport with contacts during an initial call (phone or face-to-face).

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Topics: Is my selling strategy working?

Your Customers Don't Care about You

Posted by Todd Hockenberry

No one cares about you and your problems and your lack of sales.

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Topics: Is my selling strategy working?, How can we grow with existing customers?, What is the best go to market strategy for us?

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?

12 Lame Sales Excuses Salespeople Use and How To Respond

Posted by Todd Hockenberry

It is easy to allow your attitude to lapse into self-fulfilling negativity when you are a salesperson - after all there is a lot of rejection, difficult people, unreasonable customers, and other potentially challenging situations that you have to deal with.

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Topics: Is my selling strategy working?

Small Manufacturing in the US: Reasons for Optimism

Posted by Todd Hockenberry

I would like to share a few thoughts about these recent articles:

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Topics: What is manufacturing marketing?, Is my selling strategy working?

Is This Something That Might Be of Interest To You?

Posted by Todd Hockenberry

Just finished a rather bland book by Mark Thompson and Brian Tracy called Now...Build a Great Business.  They lay out the rules for going about building a great business (stick with Jim Collins, Good to Great for my money).

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Topics: Is my selling strategy working?

Communicate Results and Grow Your Service Business

Posted by Todd Hockenberry

Recently the good folks at HubSpot asked me to provide some insight on how Top Line Results engages our clients to report results and how this impacts client management, referrals, and growing our business.  The following are some of the thoughts I shared with a big homage going out to Alan Weiss, the king of value based fees thinking and one of my personal heroes.

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Topics: Is my selling strategy working?, How do we grow sales?, How do we get found online?

Small Manufacturing Business Trends to Watch

Posted by Todd Hockenberry

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Topics: What is manufacturing marketing?, Is my selling strategy working?

VP Sales May Not Be a Title You Want

Posted by Todd Hockenberry

Selling Power magazine recently published an article titled "The (Strange) Case of the Vanishing Sales VP".

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Topics: What is manufacturing marketing?, Is my selling strategy working?, How do we grow sales?, What is the best go to market strategy for us?