7 Ways You're Setting Up Senior Living Sales Reps to Fail

If I were to ask you, "Would you like to see sales by the end of this year exceed sales generated last year" you'd likely tell me yes. The challenge is, (as the saying goes) if you do the same things over and over again, you'll likely generate the same results. To be honest, it baffles me that there are still organizations that don't have a CRM (customer relationship management system), and...

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Five Reasons your Sales Process Isn't Working

by Michelle Nessman | January 30, 2017 | Sales Process | 0 Comments

Whether your work in B2B sales or B2C sales, buyer behavior has changed. The way we used to sell when the sales person was the be-all, end-all to the decision-making process is no longer relevant. “Power” has shifted to the buyer. They spend a lot more time researching on their own and a lot less time talking to you before making a decision. Unfortunately, many business have not re-visited...

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4 Website Conversion Optimization Tips for Beginners

by Michelle Nessman | January 24, 2017 | Sales Process | 0 Comments

As mentioned in a previous post, website conversion optimization is as much an art as it is a science. If you are looking for a few ways to get started, here are our top four tips for website conversion optimization for beginners.

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What is Website Conversion Optimization?

by Michelle Nessman | January 24, 2017 | Sales Process | 0 Comments

Let’s take a moment and define conversion first. Conversion is when a visitor to your website acts on a call to action (a button, link or form) you have strategically placed. This could be a call to action button placed in a blog, a landing page link within your website pages, or on a form in the footer of your website. It could be requesting more information about your company or subscribing...

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Building a Sales Process

by Michelle Nessman | January 06, 2017 | Sales Process | 0 Comments

Building a sales process can be a challenge.  Getting sales reps to adopt your newly designed sales process can be even tougher.  Gaining buy in begins with a sales process that sales reps know will help them achieve a higher volume of sales or shorten the amount of time it takes to secure a sale. 

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8 Sales and Marketing Mistakes that are Losing you Money

by Michelle Nessman | December 30, 2016 | Sales Process | 0 Comments

With 2018 right around the corner, sales managers and marketers everywhere are ready to take action on their sales and marketing plans.  I want to pose a question: How did you create your plan?  Was it based on what you've always done?  Is it based on data and analytics?  Can you easily calculate your ROI for the various tactics you plan to deploy?  At the risk of hitting a sore spot, here...

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Is your Sales Process Good Enough?

by Michelle Nessman | August 04, 2016 | Sales Process | 0 Comments


While most companies have realized that to move the sales needle requires a solid sales process, few organizations have re-visited their sales process to assess what shifts need to be made in order to adapt to the changing needs of the buyer. One important note – there is a big difference between your sales process and your CRM. While your sales process may be built into your CRM, simply...

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Inbound Marketing: The Damaging Repercussions of Introducing Leads too Early to a Sales Rep

by Michelle Nessman | July 26, 2016 | Sales Process | 0 Comments

A key element that is often overlooked in an inbound program is the transition from marketing qualified leads to sales qualified leads (otherwise called sales ready leads).   Keep this in mind, on average marketing qualified leads will visit your website five to seven times, consuming different pieces of content, before they are ready to have the initial conversation with a sales counselor. ...

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Using the Buyer's Journey to Define Your Sales Process Steps

by Michelle Nessman | June 01, 2016 | Sales Process | 0 Comments

When buying a product or service, a consumer embarks on a journey. Potential buyers discover, research, and educate themselves on their options long before reaching out to the sales person for more information. Consumers loathe feeling like they are "being sold to"; they see a sales pitch as an obstacle to making an educated decision. As a sales person, your goal is to make the buyer's journey...

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Got Lost Leads? Three Sure-Fire Ways to Kill A Lead's Interest

by Michelle Nessman | May 11, 2016 | Sales Process | 0 Comments

Have you ever had a great meeting with a prospect, thought you had it in the bag, and then, POOF! they vanished faster than burgers at a barbecue?

You are not alone. Losing a lead is an extremely frustrating, hard lesson to learn from. While there isn't a foolproof way of converting every lead, certain strategies can increase close conversions and decrease lost leads.

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