The ABCs and ABMs of Sales In business, we see many different angles on this thought. As business owners or sales professionals we all have to generate sales and revenue. There are many companies that have instilled the culture to “always be closing” (ABC).  They sometimes push and prod until we agree or get annoyed. Many…

It is easy for salespeople to lose hope when the sales pipeline looks bare, especially when hard economic times make every sale seem that much more difficult from open to close. However, effective sales practices are all about creating a solid system and sticking to it, no matter what the general economic climate is like….

In my previous X5 blog, I discussed five characteristics of success that contribute to the development of great sales teams. In this edition, I build upon each of those characteristics and discuss how you may apply those principles to your business and sales/service teams. 1. Hire Great People You need to know the skills you…

Do you take advantage of having advisory support or mentorship within your business or organization? Do your sales and service professionals have someone they can rely upon to support them through difficult challenges, while helping them to succeed? Mentors in sales and service programs can help guide individuals or employees throughout their personal and career…

X5 Management colleague Mike Mack and I had an opportunity to sit down with a prospective client last week. He was speaking about some of the challenges that his sales people were facing in an ever more competitive world. As the business owner, he had absolutely no trouble asking questions and then listening to the answers,…

With today’s economic uncertainty, training and professional development is more important than ever. Many companies are taking this valuable opportunity to develop their workforce so they can develop soft skills and in turn increase sales and retain their customers with remarkable service. Of course cost can be a barrier for employers – but did you…

The first Thursday of each month features a “best of” X5 Management blog. The intent is to showcase and revisit some of our blogs from the past. We hope you enjoy them! Every business has a list of ideal customers and prospects that they would like to speak directly to, call upon and ultimately secure…

During a recent customer service training and development workshop, the X5 team facilitated a roundtable discussion on customer communication process and receiving customer feedback. It is concerning how many sales reps disappear after an initial sale is made and the product or service has been delivered. They mistakenly think that their work is done, but…

We are over halfway through 2015 and the economy looks a little different than it did 1 year ago. There is a feeling of uncertainty in the air. Regardless of how or why that it is happening, it is critically important for all businesses to demonstrate value to their customers. Demonstrating Value can be one…

The first Thursday of each month features a “best of” X5 Management blog. The intent is to showcase and revisit some of our blogs from the past. We hope you enjoy them! Whether a customer walks through your front doors, phones in or checks your companies website enquiring about your products or services, their experience…

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