sales process


Dec

01

2016
Overcoming Sales Challenges (Part 2)

Overcoming Sales Challenges (Part 2)

Sales Challenges are an inevitable part of the sale process. To gain control of sales challenges, you need to identify and tackle them early on. This article is part two of a two-part series. For part one, read Overcoming Sales Challenges (Part 1) here. If it weren’t challenging enough getting the client lead to begin with, you are now faced with any number of additional sales challenges...

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Nov

28

2016
Overcoming Sales Challenges (Part 1)

Overcoming Sales Challenges (Part 1)

Sales Challenges are an inevitable part of the sale process. To gain control of sales challenges, you need to identify and tackle them early on. If it weren’t challenging enough getting the client lead to begin with, you are now faced with any number of additional sales challenges during your sales process. The more you are aware of them upfront and address them as early as...

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Oct

04

2016
Finding A Good Salesperson

Finding A Good Salesperson

Finding a good salesperson is one of the most common challenges we discuss w­ith business owners. A major source of frustration for businesses is finding the right people to sell their product or service to potential customers. Entrepreneurs and business owners continually get frustrated that they can’t go out and connect with the market themselves because of time constraints. They instead have to trust hired...

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Sep

12

2016
Customer Due Diligence Equals a Seamless Sales Process

Customer Due Diligence Equals a Seamless Sales Process

Customer due diligence is key to a seamless and productive sales process For some executives, the sales process comes naturally and is seamless. However, for many, it is not natural nor is it seamless. It is a painful process that seems like it never goes anywhere or drags on forever. If you are in that group, we’ve put together a basic outline for you to...

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Aug

30

2016
Diversifying Your Revenue Stream

Diversifying Your Revenue Stream

Diversifying Your Revenue Stream Change isn’t always easy but sometimes necessary. We are seeing a trend of change among many clients we work with at Cerius. Most of that change involves diversification. This diversification is in a number of forms from client base to products and services. Leadership is looking to lower risk in the long term by taking some risks now. With a business...

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Nov

18

2015
Selling A Business? Here’s what you need to know

Selling A Business? Here’s what you need to know

Over the next decade, baby boomers will continue to retire and with that hundreds of thousands of businesses will be up for sale.  Selling a business is more of a process than a task and the time it takes is unpredictable. Why does selling a business sound appealing to you? Retirement is one of many reasons an entrepreneur decides to say goodbye to their business. There...

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Jul

24

2015
Diversifying Your Revenue Stream

Diversifying Your Revenue Stream

Diversifying Your Revenue Stream Change isn’t always easy but sometimes necessary.  We are seeing a trend of change among many clients we work with at Cerius.  Most of that change involves diversification. This diversification is in a number of forms from client base to products and services. Leadership is looking to lower risk in the long term by taking some risks now. With a business...

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Mar

04

2014

Reaching our Sales Goal – Is it a Roll of the Dice?

Contributed by David Shaffer We enter each year with renewed optimism that our projected revenue opportunities will come to fruition. For many companies, the projected allocations of direct expenses are linked to revenue and built on the assumption the revenue will be reached. When sales fall short of expectation, particularly for those companies that have budgeted and incurred expenses based upon projections, the impact on...

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Jan

04

2014
Is Your Sales Funnel Misleading You?

Is Your Sales Funnel Misleading You?

Contributed by Charles Besondy One thing Marketing and Sales managers can agree on is that it is extremely helpful to represent the lead process as a sales funnel (or pipeline) consisting of stages and conversion rates. Managers can (and do) fall victim to this tool if they aren’t careful, however. The old adage about “garbage in – garbage out” applies as well to funnels as...

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Oct

23

2013

Toss the Technology–Relationships Power Our Lives

Contributed by Joanne S. Black The Internet and other technology breakthroughs have fundamentally changed the way we do business. New technology is created at warp speed, and our customers are more informed and less patient than ever. This cycle of ever-increasing speed and sophistication not only creates an intensely-competitive marketplace, but places further demands on our companies to act and react quickly. Think about it:...

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