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Useful Tips and Tricks to Help You Grow

2 min read

Train and equip your sales team – PLEASE

By Dan Kraus on June 24, 2013

I need to rant for a minute on the sales calls I keep getting from companies that have not spent the time or money to properly equip the people they have selling for them.

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2 min read

Train and equip your sales team – PLEASE

By Dan Kraus on June 24, 2013

I need to rant for a minute on the sales calls I keep getting from companies that have not spent the time or money to properly equip the people they have selling for them.

Continue Reading
3 min read

Gaining repeat customer sales – Six quick tips

By Dan Kraus on June 15, 2013

Let me start this post with a story of what not to do. Actually, let me “play” you the conversation that occurred with the inside sales rep of one of my vendors.  I have had this product for 18 months and this is the first call I have gotten from them. I am going to leave all names out of this (after all, I do still have a relationship with them and do want it for now).

Phone rings: “ Dan Kraus, how can I help you”

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3 min read

CRM Systems are not a Magic Bullet for Business Development

By leadingresults on May 31, 2013

As a CRM consultant for over 10 years, I learned that the main reason that companies would implement CRM was to get to know their customers better and increase sales and marketing effectivness. What stumped me the most is that companies would spend a ton of money on a CRM system and training, and then not really use it. Most companies have hundreds or thousands of contacts in their database but not really much engagement with those people.

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4 min read

Why you need marketing coaching

By Dan Kraus on May 22, 2013

“I need more leads”

This is often the principle problem that we are brought in to address.

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2 min read

Tales From the Dark Side of Multi-tasking

By leadingresults on May 11, 2013

Our last weekly tip was on how your audience experiences your company. As it turns out, I misspelled several words in the email...grrrr. Of course, the reason was because I was multi-tasking and in a hurry. I was writing the email, moving our email service to Hubspot for the first time and watching my two and a half year old twins, which was a bad combination! The 'experience' that our readers got from our tips could not have been great, because of the mistakes. How ironic.

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2 min read

BANT in Marketing Speak

By Dan Kraus on April 10, 2013

Last Week, Chris Penn @cspenn, wrote a great post on BANT and what it can mean for projects and productivity.  BANT is a long used sales term that stands for

  • Budget
  • Authority
  • Need
  • Time frame 
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2 min read

Three high costs of not discussing pricing online

By leadingresults on March 29, 2013

One of the most expensive questions that companies don’t answer is one of pricing.  I often hear the following quotes:

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2 min read

Why is the Hound Dog Howling?

By Dan Kraus on March 23, 2013

A salesman is walking down the street the street and he hears an old hound dog howl. He looks around and sees an old hound laying on a porch, his owner nearby in a rocking chair. The salesman walks a little further, getting closer to the house, and the dog howls again. This time, the salesman is close enough to give a short wave. He keeps walking and sure enough, the dog howls again. Now, the salesman is close enough to talk to the dog's owner.

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3 min read

Blueprint Your Difference

By Dan Kraus on February 15, 2013

In our last post on differentiation, Michelle made the simple, elegant, and poignantly clear statement that to have differentiation, you have to be different. Now you may read this and say “duh,” but to get there, for most businesses, is truly hard. In fact, one of the hardest things you will ever do.

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