Archive for the ‘Sales’ Category

According to David Benitez, CEO of KPI Online customer Intelligent Mexican Marketing (IMM) his company is not a snack food distribution company. They’re a company that introduces and builds brands in the marketplace, and had to create their own distribution network because none existed for this market category.

The strategy seems to have worked. IMM has grown from only four delivery trucks three years go, to 64 trucks today.

Benitez said that to achieve that level of growth, he had to become an information company. KPI Online was instrumental in helping him achieve this.  Read more... (882 words, estimated 3:32 mins reading time)

Note: this is the last post in the series on how to increase sales.

3 Steps to Increase Sales Now- Average Sale per Customer

In the last couple of posts, we discussed how you can increase sales by examining your data using a dashboard or analytical tool, to become familiar with two key measures:

1. The number of customers you have (current, new, lost), and
2. The frequency with which they purchase.

The third measure, increasing sales per customer, is probably one of the biggest opportunities you have to increase sales.

However, few companies recognize this and focus on it.  Read more... (537 words, 1 image, estimated 2:09 mins reading time)

This is the 2nd blog post in this mini-series.

3 Steps to Increase Sales Now – Purchasing Frequency

In the last post on The Smart Way to Increase Sales, we established that:

1. You don’t necessarily need to implement new sales training or strategies to help your sales people become more effective at selling, and

2. You DO need easy access to analytical dashboards in order to see what the sales data tells you about new customers vs.  current customers, and how you need a good balance of sales between each group to grow revenues.  Read more... (494 words, 1 image, estimated 1:59 mins reading time)

Note: This is the first post in a 3 post series on increasing sales

Not another sales motivational blog post

By now everybody’s heard the term “coffee is for closers,” made famous by Alec Baldwin’s “in-your-face” speech in the movie Glengarry Glenn Ross. Baldwin’s scientific method for motivating the sales guys at this hard-sell investment real estate company? He used pure macho bravado to appeal to their competitive instincts and desire to avoid the humiliation of being fired, or even winning a set of steak knives as the “second prize” in sales.  Read more... (707 words, 1 image, estimated 2:50 mins reading time)