3 Startling Senior Living Sales Statistics that Create Occupancy Challenges

by Michelle Nessman | September 13, 2016 | Our Blog | 0 Comments

I was recently discussing challenges with a client regarding increasing their senior living occupancy.  Interested to know what statistics support the challenges seen by others who manage a sales...

Hiring the Right Sales Reps for Sales and Marketing Alignment Success

by Michelle Nessman | August 18, 2016 | Our Blog | 0 Comments

Finding top-performing sales talent can be challenging. Interviewing for sales candidates is more difficult than most are willing to admit.   While interviews provide a small glimpse at the...

Lead Quality versus Lead Quantity: Does more leads mean more sales?

by Michelle Nessman | August 16, 2016 | Our Blog | 0 Comments

Ask a room full of VPs of Marketing what their biggest headache is and most would agree it’s the lead quality vs. lead quantity discussion. Arguably, some figure the best way to increase qualified...

3 Most Common Senior Living Sales Myths

by Michelle Nessman | August 11, 2016 | Our Blog | 0 Comments

 

Over the past four decades, Gallup has done extensive research to understand what's different about the world's best performing sales reps compared to their more average counterparts. In the...

Sales and Marketing Alignment Success Part III: Collaboration

I have to admit, when I first started learning about the inbound sales and marketing process, I was overwhelmed by how different the process was than traditional sales. One of the most important...

Sales and Marketing Alignment Success Part II: Tools

In Part I of this series, I addressed inbound terminology and definitions  to ensure that your marketing and sales operation were using the same language.  Today I want to talk about tools.  A...

Sales and Marketing Alignment Success Part I: Definitions

If you haven’t yet ventured into the realm of Inbound Marketing and Inbound Sales, your competitors likely already are. With some element of online research likely occurring with most customers...

Smarmy Sales Rep or Trusted Advisor? Choose One

by Michelle Nessman | May 20, 2016 | Our Blog | 0 Comments

A high performing sales team is a key ingredient in a senior living community's ability to develop business and thrive. It's a competitive market and the prospective buyer has plenty of options....

6 Ways Technology Affects Your Sales And Marketing Strategies

by Michelle Nessman | April 20, 2016 | Our Blog | 0 Comments

Business people understand the value of modern technology, otherwise we would all still be using a pencil and paper for all documents, researching topics from encyclopedias, and ‘snail-mailing’...

Align Your Sales And Marketing Strategies

by Michelle Nessman | March 14, 2016 | Our Blog | 0 Comments

One of the first steps towards helping marketing and sales representatives see eye-to-eye is drafting a document together that will outline the objectives and goals for each group such as: