The Bottom Up Sales Funnel
By Scott Hallman on May 17, 2017

Tired of missing sales forecast? If so it may not be that you and your team are not working hard enough but instead that you are going about things the wrong way.

What if there was a way to significantly increase your ability to accurately achieve your projected sales goals?

I created a simple process for helping companies eliminate that dreaded feeling of coming up short every quarter. (more…)

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Profit Focus Tool
By Scott Hallman on April 18, 2017

How to Focus On Your Top Profit Opportunities and Get Your Team On Board

Well, Q1 came and went. If you are like me, you may measure progress at the end of each quarter. But do you stay focused on the most important tasks? You have no shortage of “good ideas” I am sure. If fact, the list is probably overwhelming. So how do you get your arms around all of these "good ideas" and organize them so that you are working on your most important ideas first, and at the same time not lose track of the ones you really want to get to sometime this year?

Tons of Great Ideas, But How To Stay Focused on The RIGHT Ones?

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Accelerated Sales Conversions – 5 Elements For Turning Way More Leads Into Clients
By Scott Hallman on February 21, 2017

You’ve invested time and money getting leads into your sales funnel. You may even be doing well with sales. However, if you’re like most businesses you may be leaving a significant amount of money on the table because you have not maximized how you handle your leads.

Here are 5 elements to getting more customers from the same number of leads:

Element 1 – Speed – Ever had an interest in a product or service and filled out an online form or made a phone call to get more information from a potential supplier only to find they took days and sometimes weeks to get back to you – or even worse, they never got back to you?

  • Do you know how fast you respond to sales inquiries?
  • Are you tracking response rates?
  • Have you set a standard for how quickly you respond to inquiries?

Respond faster and more consistently and you will turn more leads into sales. This is a simple but powerful idea.

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How To Reactivate Customers To Buy From You Again
By Scott Hallman on January 24, 2017

You spend so much time and money to acquire a customer…and then they stop buying, even though they have a need or future need. Whether you sell a regularly consumed product such as vitamins, or randomly purchased product like pond supplies, or long term products or services like mortgages, here are some specific tips for turning lost customers, clients or patients into more profit.

  1. Urgency: It is critical to reach out to lost or inactive customers immediately and ask them why they stopped doing business with you. Often simply following up with a lost customer and reconnecting with them results in the past customer doing business with you again.

    Note: Even if that past customer does not choose to do business with you again, you’ll gain valuable insights by reconnecting about ways to improve your level of customer service to assist you in reducing your customer attrition rate.

  2. (more…)
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The 7th Buying Fundamental Every Business Must Understand
By Scott Hallman on September 20, 2016

As I shared in the last 2 posts, today’s buyers are more sophisticated than ever. Therefore, to win the game of attracting and converting clients, customers or patients you must provide them with an experience that includes 7 key fundamentals. Fail to do this and you will never build the business you deserve. I covered the first 6 so far …

Fundamental #1 – Everyone wants the “best deal.”

Fundamental #2 – Always market to the negative.

Fundamental #3 – Prospects buy based on emotion.

Fundamental #4 – Make your business “unique.”

Fundamental #5 – Prospects buy what they want… not what they need.

Fundamental #6 – Be able to communicate your uniqueness and extraordinary value.

The 7th critical fundamental to understand is…

Fundamental #7 – Create “extraordinary value.”

Have you ever shopped for something and found yourself looking for the lowest price? Ever wonder why? As we stated earlier, all human beings, no matter who we are or what we do, we all want the best deal. But what is the “best deal?” Is it really the lowest price?

There’s that old saying that you get what you pay for. Would I shock you if I told you that your prospects could care less about price? They shop price because they’re forced to. Let me explain. What prospects really want is the best “value” for the price they pay. They’re more than willing to pay double the price if they perceive that you’re giving them four times the value. Now they know they’re getting the “best deal.”

So then why does price seem to matter so often? (more…)

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