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Advice
What are some different approaches to pricing models?
QUESTION | BY Robin Tan | 5 ANSWERS | LAST ACTIVITY ON 08/30/16

How do we create a standardized formula to add to cost so that we may arrive at 4 levels of pricing (SRP 1; SRP 2; SRP 3; Main SRP)? Currently we do not have a standard basis for computing SRP and...

Advice
What can I do to close more sales?
QUESTION | BY Kristy Galvin | 16 ANSWERS | LAST ACTIVITY ON 08/27/16

My sales process fluctuates a lot in how effective it is at closing each sale. Is there a make it or break step in the sales process? At this point, I am unsure of which parts in the sales process...

Advice
How can I recruit fully commission based sale reps for an iPad based Point of Sale system?
QUESTION | BY Golam Maruf | 7 ANSWERS | LAST ACTIVITY ON 08/21/16

We are a start up company with a finished product for restaurants/fast food industry. We have iPad based Point of Sale solution that includes a register, mobile server app & kitchen display system...

Advice
How has the sales process changed over time?
QUESTION | BY Grant Holsberg | 14 ANSWERS | LAST ACTIVITY ON 08/03/16

Let's face it, the sales process has changed a lot. Most of these major changes to the industry have happened only recently in the last 3-5 years. How has your business had to adapt in order to meet...

Advice
What is a reasonable price to ask for a down payment?
QUESTION | BY Zoe Brown | 17 ANSWERS | LAST ACTIVITY ON 08/03/16

I own an art gallery. Often clients want to hold a piece of art for a work function or want to store it at the gallery until they are ready to move it. Currently I charge a 10% down payment or...

Advice
How can I attract clients for a BPO?
QUESTION | BY Sarbeswar Das | 5 ANSWERS | LAST ACTIVITY ON 07/18/16

I am planning to set up a BPO (Business Process Outsourcing) with about 50 to 100 seats- preferably in a rural area or small town. How do I initially attract clients/work?

Advice
After emailing proposals clients often vanish with no feedback..how can I prevent this?
QUESTION | BY Marc Goldsmith | 36 ANSWERS | LAST ACTIVITY ON 07/12/16

Lots of time clients seem interested in my promotional prodcuts over the phone tell me what will fill there needs I send the email for them to look over and then they are hiding from me...not even...

Advice
Would you refer clients for commission or for free?
QUESTION | BY Avi Graiver | 10 ANSWERS | LAST ACTIVITY ON 07/08/16

I have met two types of people, some would be glad to receive a commission if they refer a friend to business and others don't believe in that. I, personally, don't mind to pay a commission if it...

Advice
If you could only teach one component of the sales process, what would it be?
QUESTION | BY Dave Clare | 82 ANSWERS | LAST ACTIVITY ON 06/15/16

I am writing a book on my own proprietary sales process. I would like to get some supporting insights from top sales people from around the world. Best answers may be used as supporting quotations in...

Advice
What are some good ways to sell to existing customers?
QUESTION | BY Kristy Galvin | 11 ANSWERS | LAST ACTIVITY ON 06/09/16

I am always thinking about finding new customers, but I have sold quite a bit to a decent number of people already. I am thinking I might do better focusing on getting those people coming back. ...

Advice
Should buyers avoid pushy sales people?
QUESTION | BY Marjan Adams | 10 ANSWERS | LAST ACTIVITY ON 05/16/16

One thing that bugs me in business is pushy sales people. If they keep calling me, I'd rather not buy from them. On the other hand, my business partner thinks we need to more aggressive with our...

Advice
I receive leads from my marketing company but I can never get these people on the phone. Any ideas?
QUESTION | BY Patti Goldfarb | 14 ANSWERS | LAST ACTIVITY ON 05/16/16

My marketing firm sends me leads from an educational association for long term care insurance. I should sell 2 out of every 10, but no matter what time I call I keep getting voicemail.

Advice
How can we increase services sales via our website?
QUESTION | BY Evan Andriopoulos | 18 ANSWERS | LAST ACTIVITY ON 05/09/16

We have a website that has been "SEOd" to death. We still are not getting anyone to sign up for our free or paid services. What steps do we need to take? We are creating content, have RFI's, use...

Advice
How should I approach agronomists as business multipliers?
QUESTION | BY Tony Gilbert | 5 ANSWERS | LAST ACTIVITY ON 05/08/16

My new business venture provides on-farm data services to all kinds of farmers. I know farmers are hard to find and approach, so I want to cultivate relationships with the agronomists who already...

Advice
What is the average commission rate for entry level sales reps?
QUESTION | BY Jeff Harris | 3 ANSWERS | LAST ACTIVITY ON 03/17/16

I want to hire a few entry level sales reps to work off only commission. What percent commission rate should their payout be depending on the how many sales they make? How do you adjust the...

Advice
How do i develop sales Leads and prospects for a SoHo IT Business?
QUESTION | BY Megh Shetty MACS CP | 10 ANSWERS | LAST ACTIVITY ON 03/02/16

Hi, I work for a Small Business developing websites and e-commerce solutions. I'm finding it difficult to generate clients. My question/s are: 1) How do I generate leads? 2) Where do I find leads...

Advice
What's the best way to hire an appointment setter as well as the way to gain new b2b clients?
QUESTION | BY Spencer Gallardo | 5 ANSWERS | LAST ACTIVITY ON 01/28/16

I have a digital marketing/creative solutions company. I would greatly appreciate advice on how to hire an appointment setter and learn the best way to gain new b2b clients.

Advice
How do I determine commissions for independent sales rep/referral person/finder fees for a service company?
QUESTION | BY Natalie Simpson | 7 ANSWERS | LAST ACTIVITY ON 01/24/16

We recently started a new marketing/advertising agency. We've never done a commission-only payout to anyone before. Would love to hear your advices for our scenario below. My friend wants to bring...

Advice
How would I fill my pipeline during an economic down turn?
QUESTION | BY Kiran Layal | 18 ANSWERS | LAST ACTIVITY ON 12/23/15

I work in a contact center and need some advice on how to grow my pipeline when networking is not working and cold calling has 0% success rate. Is there a way to avoid rejection during hardships?

Advice
Should I focus more on sales or customer experience?
QUESTION | BY Deborah Jacobs | 29 ANSWERS | LAST ACTIVITY ON 12/13/15

We've been focusing heavily on sales. We've seen a great increase but not a lot of returning customers. I wonder if this is because we haven't been paying as much attention to the customer...