Author Archive | Mike Schultz

Not Hitting Your Sales Numbers? Do This One Thing Better

“Like a poor marksman you keep…missing…the target. Kaaahhhnnn!!!” – Admiral James T. Kirk There was this one sales person I know that worked very hard, but he always seemed to be middle of the pack when it came to results. He had good skills. He was a good guy. But the results just weren’t there. […]

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The 8 Buyer Personas (and How to Sell to Them)

A while ago at a conference I had dinner with two people. The first, (we’ll call her Janine) I had known since we worked together six years earlier. The second person (Ed), Janine and I had just met. Janine described a sales challenge she was facing. She’d been working with two prospects at two different […]

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Cross-selling and Up-selling: Knowing is Half the Battle

It’s no secret: the firms that are the best at selling do things differently than those that aren’t the best. This dandy of a chart by Aberdeen Group covers a lot of ground, including, getting business developers up to speed and selling fast, keeping the best sellers, and so on. But what jumps out at […]

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Lead Conversion Top Lead Generation Challenge for B2B Firms

Mike Schultz and Michelle Davidson collaborated in writing about top lead generation challenges that B2B and services firms face. Lead generation is an important link between marketing and sales where leads can be dropped and fall out of the pipeline, or firms can strengthen the link by doing (or not doing) a variety of things that are outlined in this article.

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Investments in Automated Lead Management Tools Pay Off

As we’ve mentioned here on the Services Marketing Blog before, between 40% to 80% of leads are dropped. For over a decade now it’s been within reach of services firms to automate lead flow to make sure leads don’t leak out of the pipeline. But in the last few years, the lead management automation tools […]

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Social Media Helps Fastest-Growing U.S. Companies

Among the fastest-growing private U.S. companies that are using social media, the results are in—social media works. Not only are these companies listed on the Inc. 500 using social media as a key part of their marketing strategy, but it’s working for them. The overwhelming response from those using social media, when asked whether it […]

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Organizations That Use Sales Tools Sell More

Professional services firms are rarely referred to as having “sales organizations.” But we can learn a lot from those that have them.

If sales organizations want to succeed, they must employ a combination of sales technologies. Using such technologies allows sales and marketing people to gather, and share, more information about their prospects and clients and gives them more ammunition to get the job done, according to Aberdeen’s report Sales Intelligence: Preparing for Smarter Selling.[…]

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Free Webinar: Five Drivers of Revenue Growth for Professional Services

[youtube nroyo_xcWGs 320 240] Professional services leaders face all types of challenges on their way to growing revenue. Marketing, business development, strategy development, you name it. There’s no cookie-cutter growth strategy. One size certainly does not fit all. But on the road to strategy development and revenue growth, there are areas that all B2B professional […]

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Your Roadmap to Sales Success

By now you’ve probably heard about the new online learning program, Selling Consulting Services with RAIN Selling that launched just a few weeks ago. The time has come, and enrollment for the program ends today! This is your last chance to join the program at our incredible charter member deal (see details below). Over the […]

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