sales

Every Interaction Impacts Sales

February 5, 2019 ankur Coachcasts, Sales

Getting Your Foot in the Door

June 26, 2018 ankur Coachcasts, Sales

Ask Coach – Where Should I Focus to Increase Revenue in 2018?

December 11, 2017 ankur Ask The Coach, Coachcasts

Ask Coach – Getting Your Teams Involved in the Sales Efforts

September 25, 2017 ankur Ask The Coach, Coachcasts

E733: Project Teams Lead Sales Efforts

June 7, 2017 ankur Coachcasts, Project Management

Your project teams are the real salesforce of your business.

E721: Ask Coach – How Do I Keep a Steady Work Load

May 22, 2017 ankur Ask The Coach, Coachcasts

Keep a close eye on your backlog to manage your sales efforts.

E666: Ask Coach – What Should I Focus on First?

March 6, 2017 ankur Ask The Coach, Coachcasts

Not sure where to start working on your business? Start with sales.

 

E648: Project Manager’s Role in Sales

February 8, 2017 ankur Coachcasts, Project Management

Frontline employees play key roles in repeat business.

 

E602: The Best Sales Force

December 6, 2016 ankur Coachcasts, Marketing, Sales

The best sales force is completely free, just engage them.

 

  1. Sales and marketing is a huge part of our business
    1. We spend money on advertising and lead development
    2. We spend time seeking out opportunities
    3. Are you taking advantage of the best sales force available?
  2. Word of mouth is the best form of advertising there is
    1. It creates instant credibility
    2. It builds relationships with none exist
    3. Referrals put you in the driver’s seat
  3. Build up your word of mouth
    1. Over promise and over deliver
    2. Make customer satisfaction a priority
    3. Create raving fans of your work

E552: Chase The Right Work

September 27, 2016 ankur Coachcasts, Estimating, Marketing, Sales

Landing the wrong project can destroy a good business.

 

  1. Not all work is equal
    1. Different project types, sizes, locations, etc.
    2. Different Owners, clients, managers, financing, etc.
    3. Different requirements placed on the contractors
  2. Determine what is best for you
    1. Start with your vision – what types of projects support it
    2. How do you want your business to run
    3. What are the skill sets you have now and in the future
  3. Use the Go / No-Go process
    1. Create your ideal project and create a score
    2. Score each potential project should be scored and compared to the ideal
    3. Use this scoring to determine which projects / clients you should chase
    4. Don’t be afraid to walk away

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