Twelve Easy Ways to Support Local Business

No comments

“We are here for you during this pandemic,” is a common phrase used in many advertisements. What does that mean? In most cases, it means they are open for business but practicing safety measures and social distancing. If you are in B2B sales, instead of just paying lip service to “being there for your customers,” here are twelve easy things you can do to help your customers right now.

Spike SanteeTwelve Easy Ways to Support Local Business
read more

The Customer Needs Reassessment

1 comment

Dan was considered a successful salesperson. He had an extensive list of customers and significant annual billing. Dan’s clients liked him because he always got them a “deal” with his company. Like most salespeople, Dan saw a dramatic drop in his business when COVID-19 hit. March was rough, April was terrible, and May looks awful. Recently, Dan learned that his biggest customer was now buying from Dan’s competitor. When he called to find out why the customer said they were making new plans and felt like the other vendor was more focused on their unique needs.

Spike SanteeThe Customer Needs Reassessment
read more

The Ideal Qualified Prospect

2 comments

High-performance salespeople don’t waste their time chasing after low-probability deals that are unprofitable, unqualified, are not in the buying window, don’t have a budget, or can’t buy. High-performance salespeople know they will close more deals and make more money when they know how to identify and pursue the Ideal Qualified Prospect.

Spike SanteeThe Ideal Qualified Prospect
read more

Did You Make the Problem Worse

No comments

The COVID-19 pandemic has affected our economy, unlike anything we’ve ever seen before. The stay-in-place orders have hit the retail sector hard, causing advertisers to cut back or cancel their advertising altogether. As you watch your advertising sales dwindle, and you search for an answer, ask yourself, “Did I make the problem worse?”

Spike SanteeDid You Make the Problem Worse
read more

Don’t Be Afraid to Call

No comments

The response to the COVID-19 virus has turned everything as we know it, upsidedown. Communities are on “stay-at-home” orders. Some businesses have closed their doors—a record number of people filed for unemployment. If you still have a job, you’re dealing with how to be productive from home. And to top it all off, your boss wants you to get on the phone and call your customers!

Spike SanteeDon’t Be Afraid to Call
read more

Prospecting During a Pandemic

No comments

You have been affected by the COVID-19 outbreak. Some of your clients have already called and canceled. Perhaps your community is under some government orders or voluntary instructions that restrict your movements. What are you going to do to protect your business?

Spike SanteeProspecting During a Pandemic
read more

You’ve Been Fired! Four Things to Do Now!

No comments

So you’ve just been notified that your position is being eliminated. The company is going in a different direction. The company is undertaking a reduction in force. No matter what they call it, you’re out of a job. Here are four things to do right now.

Spike SanteeYou’ve Been Fired! Four Things to Do Now!
read more

Looking Ahead

No comments

As we approach the new year, I want to send you my best wishes for a prosperous 2020 and beyond. Not only do we celebrate a new year but we also celebrate the beginning of a new decade. Sometimes it seems like time is passing way too quickly. I thought this would be a good time to send you some suggestions on how to get the most out of your most valuable non-renewable resource, your time.

Spike SanteeLooking Ahead
read more

Four Words Sellers Should Never Use

No comments

Moving leads to prospects to customers through your sales pipeline is the job of the high-performance sales professional. When there is a sales problem, the most likely reason for the slowdown is an inadequate number of new leads coming into the sales pipeline and or a jam-up of unqualified prospects in the sales pipeline. The solution to both of these problems is within your control.

Spike SanteeFour Words Sellers Should Never Use
read more