Articles

November 02, 2010
The Art of Building Trust and Rapport
Written by Darren Rabie
For most of us selling a solution (whether a product or service), we have come to expect a long, often drawn-out, sales cycle before the yes or no verdict. We also know that there are a lot of factors that go into the decision to buy/not to buy from us including the product/service in question, their needs, your salesmanship, etc… But one of the most underrated, yet extremely powerful, aspects of the sale is building trust and credibility with your audience.

November 02, 2010
Defining Quality
Written by Darren Rabie
Since we now know that turning a lead into a sale can often be a long term, sometimes slow process; we have to be certain that the fruit at the end of the journey is worth all of the effort.

November 02, 2010
Developing a Lead Follow Up Process
Written by Darren Rabie
One of the first steps to turning your leads into sales is to develop a clear roadmap on how to get there.

November 02, 2010
Long Term Plan for Your Leads
Written by Darren Rabie
If you have read any of my other articles, you will have learned that in order to Turn Leads Into Sales you need…

November 02, 2010
Wanna turn Leads Into Sales? Don't give them to Sales Reps!
Written by Darren Rabie
Wow, what a title! For those of you who are already a bit wary, I challenge you to continue reading; if not for the ideas and thoughts herein, then at least out of pure curiosity.

November 02, 2010
You Got To Track and Measure!
Written by Darren Rabie
Many years ago, when I just started out in this business, I remember sitting down with my clients or prospective clients and talking to them about the performance of their marketing investments – trade shows, magazine advertisements, mailings, etc… Expecting to hear about their detailed reports, analysis and statistics, I was amazed by what I heard:
“We got a lot of leads”; “We gave away lots of literature”; “I think I saw some leads come through the fax the other day” and my favourite, “It sure seemed busy in our booth”.

September 02, 2010
Why Bother with a CRM?
Darren Rabie
Why Bother with a CRM and How to Make it Work for You? For many companies, implementing a CRM is not an easy task because for decades sales people have been “doing it their way” and now, all of sudden, we are asking them to standardize their communication & organization methods.

September 02, 2010
There is more to Quoting than just the Quote
There are a lot of questions that every organization needs to ask and answer in order to ensure they are maximizing the sales potential from their quotes.