S.A.L.E.S. Is Not a Dirty Word

The 10 Key Components of a Successful Marketing Plan

Aug 16th, 2022

The definition of successful marketing is: “Selling the right product or service – in the right markets – at the right time – in the right quantities – to the right customers – at the right price.” Likewise, the measure of a successful marketing plan is the amount of net business (ready for installation) which […]

7 Keys to Building and Transmitting Your Corporate Culture

Jun 14th, 2022

To grow your business and become more efficient and profitable, it is critical to re-evaluate your corporate values to determine what needs modification, which employees share your vision, and how your culture matches your hiring strategy. As a business owner, you should strive to adopt a modern culture that incorporates the following elements: 1. Encourage […]

The 7 Keys to a Successful Training Program in 2022 (Part 1)

May 16th, 2022

In 2022, most industry sales training programs are either too short, leading to immediate re-training or turnover, or too long, causing individuals to look elsewhere at jobs where they can earn more (and more quickly). To maximize the effectiveness and efficiency of your sales team, there are seven areas you need to focus on, including: […]

How to Conduct an Interview Like a Customer

Apr 12th, 2022

Due to the labor shortage, many industry companies tend to hire based on need, when they should instead focus on hiring the individual who is the best “fit.” Some are so desperate to hire, that they ignore warning signs and resume indicators such as the number of positions a candidate has held in the past […]

Reinforcing the Value of a Confirmed Appointment

Mar 15th, 2022

A frequent misstep we see when working with home improvement and remodeling companies is the process they undertake when confirming sales appointments. While it is critical to have a defined process in setting the appointment, it is equally important to follow up prior to the appointment to remind them of your upcoming visit and reinforce […]

Building & Transmitting Your Corporate Culture

Feb 17th, 2022

To successfully grow your business, and become more efficient and profitable in 2022, it is critical to re-evaluate your corporate beliefs to determine what needs modification, which employees share your vision, and how your culture matches your hiring strategy. However, a generic plan will not cut it anymore. You need to move beyond simple statements […]

Identifying the Traits of Executive Leaders and Managers

Jan 11th, 2022

“Of all the words of voice or pen, the saddest are what might have been.” – John Greenleaf Whittier In many companies, after a thorough evaluation and several interviews, someone is hired to perform in a management or leadership role. Later, when the same individual leaves, voluntarily or otherwise, they excel in a similar or […]

Modern Recruiting and Hiring Tips

Nov 15th, 2021

This has been an excellent year for most companies in our industry. Despite that fact, the combination of increased leads and labor shortage has led many owners and executives to make decisions that are detrimental to their businesses including: Hiring sales personnel and installers that are not qualified effectively or do not value the position; […]

Selling Your Company to Your Prospects

Sep 20th, 2021

Recent research shows that the company story is one of the most misunderstood steps in the selling process. Most companies presume that it should be structured around the history of their business; however, the company story must be about the prospect. Steps in a Modern Company Story Determine the prospect’s value system; Identify the potential […]

Is Rescission (Customer Cancellation) a Malfunction in Your Selling Practices?

Aug 16th, 2021

A homeowner’s right to cancel or rescind a new contract should not be defined as a quick prescription for buyer’s remorse. Despite this, many salespeople interpret it this way. A homeowner has the legal right to cancel a contract within 72 hours or three business days. It’s an inevitable—and manageable—part of doing business if you’re […]

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