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Building Relationships with People You’ve Never Met Most B2B sales are based on relationships. But how do you build a relationship with someone you’ve never met?   I’ve noticed a theme in my LinkedIn account recently – Gillian Selby wrote a post about how you can’t plan a wedding before you’ve gone out on a few dates,… Continue reading Building Relationships with People You’ve Never Met

Surprising Sales Tips #6 – Know Your Numbers! Welcome to the sixth installment of the Surprising Sales Tip Series with me, Kim Fredrich, CEO of The Ventas Group.   WATCH VIDEO HERE Kim Fredrich  00:03 Hi, I’m Kim Fredrich, the CEO and Founder of The Ventas Group. And I’m back again with another Surprising Sales… Continue reading Surprising Sales Tips Series # 6 – Know Your Numbers

Why I Said No to a New Client I had a third sales call with a prospective client yesterday. And we’ve scheduled a follow up call next week (it’s always a good idea to get permission for the next step!). But on that call I’m going to tell them I cannot work with them. Why?… Continue reading Why I Said No to a New Client

Ready For More Than Referrals WATCH VIDEO HERE   So you’re a successful business owner, you’ve grown your business entirely on word of mouth referrals.   Congratulations, that’s a great way to grow a business!   But what happens when you get to that point where you’re ready for more than just referrals?   Hi,… Continue reading Ready For More Than Referrals

Your SALES Target Market Isn’t the Same as Your Target Market Isn’t selecting a target market Small Business 101? Yes, and no.   When you select a target market from a sales perspective, it’s much more than some demographics or defined avatars.   Have you identified who you can serve best? Great! Are those people… Continue reading Your SALES Target Market Isn’t the Same as Your Target Market

Surprising Sales Tips #5 – Listening is Everything! Welcome to the fifth installment of the Surprising Sales Tip Series with me, Kim Fredrich, CEO of The Ventas Group. WATCH VIDEO HERE Kim Fredrich 0:02 Hi, I’m Kim Fredrich, CEO and founder of the Ventas group. And here today for another of my Surprising Sales Tip… Continue reading Surprising Sales Tips Series # 5-Listening is Everything!

Ready for More Than Referrals? Becoming a Sales Based Organization Moving from a referral-based business to a sales-based organization can be intimidating. But if your goal is to grow your business, it’s a step you’ll eventually need to take. Here’s a path that might not feel quite so intimidating! 1.  Identify Your Ideal Client If… Continue reading Ready for More Than Referrals? Becoming a Sales Based Organization

The Best Way to Reach Target Prospects What’s the best way to reach prospective customers for sales and marketing purposes? Assuming that you’re investing in it at all? Let’s review them individually. LinkedIn LinkedIn outreach, whether automated or not, has gotten a bad rap lately. At least in the communities that I frequent. It’s a… Continue reading The Best Way to Reach Target Prospects

Surprising Sales Tips #4 Here we are again, for another tip in the Surprising Sales Tip Series with me, Kim Fredrich, CEO of The Ventas Group.   WATCH VIDEO HERE   Kim Fredrich  0:01   Welcome to another episode of The Surprising Sales Tips Series with me, Kim Fredrich, the Founder and CEO of The Ventas… Continue reading Surprising Sales Tips Series – #4

This ONE Thing will Turn Your Discovery Calls Into Sales Calls Discovery calls are a continuation of your qualifying process – is this potential client a good fit for you and are you a good fit for her? Add just one thing and you can turn a discovery call into a sales call. ‘Sell’ Your Value… Continue reading This ONE Thing will Turn Your Discovery Calls Into Sales Calls