Small Business Answer Man podcast with Gary Wilbers - Episode 296 featuring Lisa J Smith - 5 Simple Steps to Reframe Your Sales Process

Ep: 296 Lisa J Smith

In Podcast, Podcast, Podcasts by admin

5 Simple Steps to Reframe Your Sales Process

Lisa is the CEO of SMITH Co., a sales consulting firm focused on modern midsize B2B businesses. She understands her client’s challenges because she’s been there as a “COVIDpreneur”. Despite the turbulent economic landscape, she reached six figures in her first year of business.

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What problem do you solve? 

Businesses often want to off set sales and she will help with the question of when to hire outside sales and what to pay them.

Show Notes:

  • The right time to think about adding a sales person is when things slow down, when you just can’t keep up or when your referrals dry up.
  • You need to know what your sales cycle looks like. You need to arm them with as much information and processes as possible. What is your Unique Selling Proposition.
  • You do not want to hire someone without the tools. Else, you are hiring them to create the process and organization for you.
  • Be sure you are doing the things necessary to keep your current customers happy.
  • 80% of revenue with B2Bs is from their current customer base.
  • The lowest price is not the best. You have to create value for your customer.
  • 5 Simple steps to reframe your sales.
    • Look at your data to be proactive.
    • Team – look at who is involved. You may have too many or you may have too few.
    • Automation is important but don’t rely too heavily on it.
    • Follow up is crucial. You can do this without sounding aggressive by taking the right tone.
    • Understand your messaging. Remember sales is about psychology and story telling.
  • Introverts make great salespeople because they have learned to be good listeners and know how to ask great questions. However, you will need to provide them with time to recharge.

Lisa J. Smith’s Best Small Business Tip:

You wear a lot of hats as a business owner. It’s important to start removing those hats and delegating so that you can work ON your business instead of IN your business.

Connect with Lisa J. Smith:


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