by Alex Goldfayn | Apr 18, 2016 | Blog, Evangelist Marketing Minute Newsletter, Systems For Revenue Growth
I often tell my clients — owners and leaders of large, successful multi-generational companies — that they need to spend more time working on the business, rather than working in it all the time. The same is true for vice presidents, division leaders,...
by Alex Goldfayn | Apr 11, 2016 | Blog, Evangelist Marketing Minute Newsletter, Language For Sales Growth
Revenue Growth equals: The Customer (WHO) + The Products & Services (WHAT) + The Communications (HOW) You need all three variables. This doesn’t work with two of the three. The customer is who is buying. This includes not only your existing customers, but...
by Alex Goldfayn | Apr 5, 2016 | Blog, Evangelist Marketing Minute Newsletter, Plan Your Sales, Systems For Revenue Growth
Revenue growth is a proactive pursuit but most customer facing people spend their days reacting to problems. A customer calls and needs a product now, so we react and process the rush order. The next customer calls with a complaint, so we must fix it. We’re in...
by Alex Goldfayn | Mar 29, 2016 | Blog, Evangelist Marketing Minute Newsletter, The Amazing Telephone
Truth: The more time your salespeople spend on the phone with customers and prospects, the more they will sell. The less time they spend on the phone, the less they will sell. Question: How much time do your salespeople spend on the phone with customers and...
by Alex Goldfayn | Mar 21, 2016 | Blog, Evangelist Marketing Minute Newsletter, Proactive Selling
Techniques for sales growth, in bite-size nuggets: Be bold. Ask for the business. Don’t tip-toe. You won’t offend a customer when you offer to help him more. Sales growth is no place for the meek. The discomfort with asking for more business is almost...
by Alex Goldfayn | Mar 14, 2016 | Blog, Evangelist Marketing Minute Newsletter, Plan Your Sales
Here is a powerful exercise I take my clients through: How many total customers do you have, approximately? (Think through your answers, and I will use example numbers.) Let’s say you have 200 customers. How many of those account for most of the sales?...
