In recent weeks in working with a number of clients, there is a tendency to see similar issues between them. Much of what I experience concerns the sales force. The larger issue is that many organizations do not invest in their sales teams. Ironic since the notion of every business is to retain and acquire clients.

To assist organizations to operate more efficiently here are a few thoughts to remember:

Selling professionals are in the marketing business. Spend one to two hours per day creating information that increases marketing. Use resources stemming from IMC to assist you and the organization to attract consumers. Creating an array of activity lessens labor and helps to increase brand.
Use testimonials to build brand. Ensure that your customers and alliances can reiterate your value proposition and articulate it to others. Consumers that trust you and enjoy your value will be tickled to inform others.
Maintain customer contact. Those that invest in customer relationships are always top of mind. Consumers not only conduct business with whom they trust- but also remember!
Sellers and their business are dependent on customers. Ensure that all calls are returned timely. I use a 90 minute rule! If not return all calls and emails by day’s end. Additionally, any and all staff should be well versed in customer service culture.
Eschew the folly of trends. Refrain from the bromide trends of “casual day”. Always be prepared to visit a customer. Buy good clothes and resources (i.e. Wallet, brief case and yes a pen) to emulate the part. Have good vocabulary and become well versed to speak with economic buyers.

©2010. Drew Stevens Ph.D All Rights Reserved.

Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.

The Sales Corner is a leading resource for 100% Free Sales and Marketing and Business information to help you grow online and off! Drew Stevens PhD, President of Stevens Consulting Group and renowned author, consultant and sales expert literally wrote the book on improving sales skills. Dr. Drew is the author of the best seller Split Second Selling and Ultimate Business Bible that have helped thousands of frustrated sales managers, selling professionals and entrepreneurs improve their skills and gain dramatic results. Experienced with helping entrepreneurs and mid sized business, Dr. Drew works with organizations that desire to dramatically accelerate business growth! Drew has been successful in developing a consistent business methodology that increases customer acquisition by 40% while creating selling standards to reduce labor intensity-resulting in record revenues and higher productivity and profitability. Drew Stevens is a passionate, professional, and personable keynote speaker, and workshop facilitator; Drew conducts over 50 presentations per year in over 20 countries. He is also the author of 100 articles on sales, customer service and selling strategy quoted frequently in the media, with periodicals such as Personal Selling Power and Sales and Marketing Management, The New York Times, The New York Daily News, and Chicago Tribune. Dr. Drew can assist your organization with: