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“Selling more by selling less”, is a phrase that most salespeople write off.  They can’t believe that you can increase sales by focusing less on acquiring new clients, and more on your current customers.  This is a basic misunderstanding and over simplification of the sales equation.  Most salespeople focus only on new people. They fail to recognize the huge crowd of people that have already decided to become clients.  They forget about their current clients. They have already been sold, and are waiting to be called again.  But you have already sold them you say?  Sure, weeks, months, and sometimes years ago.  Don’t your think they are ready for something else?  They are.  Salespeople just don’t know how to resell to someone that already knows their game, and therein lines the trouble. Learn how we helped increase customer loyalty by reselling current clients. 

Sales is not about new sales, it is about net new sales.  To increase net new sales, salespeople have to also be concerned with reducing the number of their current clients that are lost each month to customer churn.

Current clients.  I find it fascinating that sales people never think of their current clients as leads for more sales. I think this stems from bad Customer Service Management systems that do not allow salespeople to keep track of when customers are ready to be sold another product, and management’s lack of understanding about how salespeople should be trained and compensated.  But why?  Why cant sales people just focus on new sales.  Because new sales are only half of the equation.

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Since 2008, we have been helping our customers learn how to get more sales from their current customers.  One of the quickest, easiest, and most profitable ways to start is using the data you already have.  Using data from your accounting and CRM system it is possible to determine which of your current customers can be made more profitable, more loyal, and which are the most likely to buy more from you.  Learn more, Download our Case Study.

Contemporary Analysis specializes in using predictive analytics to forecast consumer behavior.  Using a statistical technique called multinomial logistic regression, we can use patterns in your past data to predict future events. Read more…


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If you are a salesperson, you spend your days asking other people questions. However, there are 6 questions salespeople need to ask themselves. These questions will help you sell to people that are ready to purchase, sell from a position of power, and improve your client relationships. Read more…


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What to put on your business card

I received a business card from a networking event. I do what I always do, went to my CRM to add it to my contact list. I wanted to send them a “thank you for coming to our event” email. There was a problem. No last name. I have never, in my career as a sales person, seen the likes of this. I can usually catch someones first name because its usually simple. Bob, Frank, Susie, etc and this one was no different. A simple first name. I know they told me their last name, however I can’t remember much less spell it. After hitting the ceiling about not knowing their last name, I thought, I will just look at their email address. Most of the time its first and last name (me excluded), and this is where I really shook my head. There was no email address…

<shocked face>

<more shocked face>

It is 2012. We email now. We connect on Linked In, Facebook, Google Plus, and ten others I have never heard of. Without the right information on your business card it is impossible for me to connect with you. If I can’t connect with you then I will never find out about you, learn to like you, exchange leads with you, let alone buy something from you.

I pitched the card in the trash. If they can’t make it easy for me to contact them, I’m not going out of my way to try to contact them.  I can’t even  find that person on LinkedIn, Facebook, or Google plus. I don’t have their last name. I will not be giving my money to this person.

I still am shaking my head. They had a lot of other things on their card, such as what they do, name of business, and their website address. However, no last name and no email.

Here is what to put on your business card. You can have other information, graphics or pictures on your card, but you need to have the following. Also, it needs to be in a size, font and color that makes it easy to read.

Your name — First and Last.

I am disappointed that I have to point this out.  Do not hand out a business card with just your first name. Who do you think you are, Snuffleupagus?

Your Title.  

In business, your title is a filter that people can use when contact you.  Working at a small company I used to think I didn’t need to include my title.  I had so many different roles, and I didn’t want to be egotistical.  However, I realized that including my title wasn’t for my benefit, and that it helps people decide how to interact with me.

Your company name.

I have had cards before with no company name.  Please don’t had me your personal card.  I want your business card.  If I meet you while networking I want to hire you or refer you as a business not a individual.  Also, don’t hand me a stack of cards, pick one card.  Don’t be the Dealer.

Your address.

I might want to come by and see you in person or on Google.  I understand you might have a home office, then put a PO box.  At an absolute minimum put your city and state.

Your phone number and email address.

You need to make it as easy to contact you as possible.  Some things are best communicated over the phone, and somethings are best communicated using email.

Your website address.

You must have one of these.  We can discuss how you succeed without a website, but you will lose the argument.  Have a website, even if it is a simple one or a template.  WordPress.com is more than acceptable.  You don’t have to spend tens of thousands of dollars, but it is important that you have a web presence so that I can get to know you.

When you hand me your business card please make it easy for me to contact you.  Until next week, Happy Hunting!

Find out more about finding the right prospects for your business, download our eBook:


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I get emails all the time from clients, potential clients, and people who want me to buy something from them. What constantly amazes me is the lack of email signatures. I know for a fact that all email programs allow you to make an email signature with your name, rank, email address, phone number, Skype number, LinkedIn page, web page, blog address, and business address. Why then, dont people use them? It can’t be because they are lazy. Not having one loses you business.  After all, it is not always best to respond to an email with an email, especially when a topic is new, complicated or sensitive. Read more…


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Its amazing when you have a target market how it changes everything you do. I realized a few weeks ago, some of the networking I was doing was not a good use of my time. The problem was not that there was a lack of good people there, but rather my target market wasn’t there. It was time to adapt. All networking has an expiration date, but this was different. I looked at my sales philosophy, the one written on a sticky note behind my computer that tempers everything I now do, and realized I needed to change how I network. The sticky note reads: Read more…


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I just got off the phone with a friend of mine in the Hotel business in Omaha. It was an interesting conversation because she had lost a sale because her wall in the event space wasn’t green. Not environmentally green, I mean she didn’t get the job because her space wasn’t the color green. She was trying to figure out why someone would choose an event space based on the color. I explained to her that someone had  influenced the purchase process.

I imagine the conversation went something like this: Read more…


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Cold calls used to work, then they didn’t and now they work again. I used to agree with most people, that cold calls do not work. In fact, I established my sales career on referral networking. However, I have rediscovered the power of cold calling and how to do it effectively.  Networking is still important, but now I don’t have to wait around hoping for referrals.

Before the internet cold calling was effective because talking to salespeople was the most effective way for most people to learn about new products and services. As long as you had a good product, solid reputation and solid sales skills you could be successful. If someone wasn’t willing to take the time to listen to your sales pitch then they weren’t open to learning about the latest and greatest innovations that could transform their company.

However, the Internet made cold calling ineffective. It provided a more effective alternative to talking with salespeople that typically didn’t value people’s time and attention. Now, people had the ability to learn about new product and didn’t need someone to “sell it to them”.

Cold calling no longer worked because people no longer had problems to solve that they couldn’t solve using the Internet. They didn’t want a salesperson to create a problem. They certainly did not have time to listen to another sales pitch. If they had a problem they could solve it themselves, and this essentially took the power away from salespeople.

Salespeople transitioned from cold calling to networking and developing referral relationships. This worked because it established trust with prospects, and trust was something that the Internet lacked. The buyer did all the research to find possible solutions to meet their need, and then asked friends for a referral to someone they could trust to make answer a couple questions, provide a recommendation, and take the order. However, it is difficult to build a reliable sales system through networking and referrals, because you are relying on someone else to make the first move and then making sure that you are positioned in cahoots with the first person that they would ask for advice.

What cold calling and the Internet had allowed buyers to do is find products and services that they had the need, willingness and resources to purchase. The secrete is talking to the right people at the right time. With the right timing cold calling can be effective again, and sales people can once again activity take control of their pipeline.

Once we realized that timing was the secret, CAN set out on a mission to get our timing right. How could we build a system that would allow sales people to find leads when they had the need, willingness and resources to purchase?  The solution is Predictive Lead Generation. Predictive Lead Generation allows you to build a detailed profile of your ideal client that identifies what factors trigger prospects to have the need, willingness and resources to purchase your product, and find leads that have the attributes of someone who is ready to purchase, and find supporting evidence you need to successful call and build trust.  Instead of calling 100 people to get one person that is interested in your product, CAN is able to give you a list of 10 people.  You still have to have a great product and solid sales pitch, but Predictive Lead Generation can help you focus on talking to the right people.

We have been using Predictive Lead Generation internally for four years. Before Predictive Lead Generation our sales team used to spend the entire week attending networking events hoping to snag a solid lead, and make up excuses about how sales is all about luck and can’t produce reliable results. Now, our sales team is focused on building relationships with the right people, and I am confident that my team will be able to deliver each month.

I encourage you to use Predictive Lead Generation to put cold calls back into your arsenal. If you want to try out cold calling search the Internet and find a company you decide needs, wants and has the resources to purchase what you sell, spend 10 minutes learning about the person you are calling, and then call someone who actually needs what you are selling, and will be glad you called. If that produces results, then you might be a good candidate for CAN’s Predictive Lead Generation system. While referrals may always be the easiest phone call, cold calls are now some of the most effective.


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When I started my sales career, my philosophy was to let anyone who needed my product buy from me. It worked. I was one of the more successful young salespeople and I exceeded my quota month after month. My target market was “anyone and everyone”, and it seemed to be working. However, I was unknowingly limiting my future success.

After hearing from several of peers who had been in sales for years that they wish they could start over and not have the bottom 10-20% of their book of business, I conducted research on my book of business. My research showed that 75% of my time was spent on customer service issues with only 15% of my clients. Furthermore, looking at who that 15% were, the study found that 75% of those were my lowest yielding profit margin clients. In addition to my failed attempts at asking for referrals to anyone, it was obvious that I needed to invest in identifying and focusing my sales efforts on my target market. Learn how CAN helped the Admissions department at a University focus on recruiting the right students. 

Once I identified my target, two things happened: I started to receive referrals when I asked for them, and I was finally able to apply a strategy to my sales efforts. I no longer felt that I had to get everyone as a client, in fact, I started turning away people who were not my target market. Low and behold, gone were the  price chasers, time wasters, and no-money makers that wasted so much time.

I used the following strategy to identify my target market, so that I could start selling smart:

First, I identified the events that caused someone to buy my product.

In my case it was a major life change.  Things like buying a new home, getting married, having children, and changing jobs.

Second, I identified the characteristics of the people were that were experiencing these events.

In my case it was 20-30 year olds that had graduated college, had lived in apartments for 4 to 5 years, had a job were they made $50,000 or more  a year, and had met their fiancés but had yet to marry them.

Third, I identified where my target market spends time.

In my case, my target market spent time at first time home buyer classes, professional certification training classes, marriage classes, gyms, and trendy restaurants. This provided my advertising with focus, also I started to have meetings and work at coffee shops and restaurants where I could meet my target market.

Lastly, I identified the people who were around people who needed my product.

In my case, these were real estate agents, mortgage brokers, ministers, trendy restaurant owners, lawyers, and headhunters. This step allowed me to know where I needed to spend my time networking and which events I needed to attend. All of a sudden I knew where I needed to be and who I needed to meet at each event.

Now when people are outside my target market, I can recognize when they might be one of the bottom 15% of my market that would suck up 75% of my customer service time. I can weigh the cost and benefit and decide if I should bring them on as a client, or refer them to someone who might be able to serve their needs better.

Let me know if you would like help identifying your target market, or using predictive analytics to find people who fit your profile and are looking to purchase.

Learn more about how CAN helped a online university identify their target market.


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Good networkers typically collect between 3 to 5 business cards for every hour they invest at a networking event.  It is important to have a system to process the business cards you collect at networking events, because while you might be able to process 3 to 5 business cards a day, anything over that requires a systematic way to keep up with connections until they become friends and clients.

Learn how we applied predictive analytics to CRM & accounting data to identify who was 60 to 80% likely to enroll at a Top 10 Online University. 

Step 1: The first thing that I do is prioritize business cards based on the conversations that I have had with people.  I start by throwing away the business cards of people that handed me their card, but that we failed to have a conversation.  The reason that I throw those business cards out is because I don’t know anything about that person and their business, and they choose not to take the time to learn anything about me and my business.  For people that I did have a conversation with I write down details about that person in my CRM (see Step 2). Read more…



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