New Google Analytics Home Screen Analysis

A new Google Analytics home screen is now available. Well, according to Search Engine Journal only 50% of users have access. I’m fortunate to be one of those users, and I first noticed the updates this morning. From a quick glance, I am most pleased with these updates.

These new changes will provide clients instant access to data that they care about. On the home screen there are 5 sections that can be customized by date. So, here’s a brief overview: […]

How to Handle I’m Too Busy

How to Handle I'm Too BusyFirst of all, “I’m too busy” is not an objection. When a prospect/customer says “They’re too busy” they simply mean that you are not a priority. And you know what? They probably are busy—especially the construction industry.

Summer is here, and if you call on construction companies, you are now heading into their busiest season. So, how do you handle “I’m too busy?”

Here are some suggestions:
[…]

Cold Calling: The Magic Wand for Struggling Sales Reps

Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.

For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché “Activity drives results!” No it doesn’t. The right activity drives results!

If sales professionals were not hitting their numbers the solution was COLD CALLING. So what’s cold calling? Let’s look further: […]

We’re Hiring! Word of Advice for Job Seekers

word of advice for job seekersYes, companies are hiring. America has over 5 million job openings. Unemployment rate drops to the lowest in 10 years. The good news right now is that job seekers have options. Whether you’re looking to further your career or you’re simply exploring other opportunities, choose a company wisely. There are companies out there that always seem to be hiring.

If you end up employed with one of these companies, it could make your work life miserable. It can be hard to identify an “always hiring” company. A little investigation in the beginning will help you in the long run.

Right now, you as a job seeker are in the driver’s seat. Be true to yourself. Be confident in your skill set. Value what your experience brings to an organization. So here are some words of advice for job seekers.

[…]

Sales Is About People

Sales is about peopleDo you want to see real growth in your sales organization? Here’s a simple tip: Start treating your sales professionals as people.

What does that mean? Right now, there’s too much emphasis on the company instead of focusing on people. Company culture begins at the recruiting/interviewing process. Treat a candidate as a human being during the recruiting process. If a sales professional is under performing, eliminate the “Coach ‘em up or coach ‘em out” mentality. If you take care of your sales team, they will in return take care of your customers—improving customer retention.

A culture shift has to happen. […]

We Have Always Done It This Way

We Have Always Done It This WayThese 7 words kill GROWTH. You’ve probably heard someone say this at some point in your career. Hearing these words makes me cringe like the sound of a fork scraping on plate. Unfortunately, many companies embrace this philosophy. Companies may not come right out and say these words, but they say it in different ways. I call this the “Fishbowl Syndrome.”

A goldfish will only grow to the size of its environment, right? No. That’s a MYTH. Here’s what really happens. […]

Focus on Strengths; Not Weaknesses

Focus on Strengths Not WeaknessesYou hired them for their strengths. Why focus on their weaknesses? Sales leaders, CEO’s, Management: Wouldn’t you rather focus on one’s strengths and increase the activities/behaviors that yield positive results? Unfortunately, most companies still focus on a sales professional’s weakness during reviews or “coaching” opportunities.

The first warning flag surfaces during the interview process: “Tell me, what’s your weakness?” Personally, I think it’s a lazy question without too much thought. C’mon, who’s going to admit their weakness while trying to sell themselves to an organization?

So how do we address what sales people should work on if we don’t focus on their weaknesses? Let’s discuss: […]

Why the Sales “HUNTER” Approach No Longer Works Today

sales hunter approach no longer works todayAre you a hunter or a farmer? If you’re in sales, you’ve probably been asked that question or told that you need to spend more time hunting. “Coffee is for closers” has been the montage of the hunter’s society for decades. To my surprise, the term hunter is still a qualification in the majority of sales job descriptions. While the hunter approach worked several decades ago, the sales hunter approach no longer works today. When it does work, it’s for the short-term or for that matter a quick sale. I’m sure this article will cause debate (which is great). So let’s dive in. […]

How to Improve Your LOCAL Online Visibility

improve local online visibilityIn real estate it’s all about location, location, location. The same applies with local online real estate—especially with Google. Last year, Google eliminated all paid ads on the right-hand side thus increasing the competition in paid search.

Everyone has always been jockeying for position on the organic section of the search engines as well. In the ever-changing world of search, marketers are always looking to improve their online visibility on the search engines. Let’s take a look at how to improve local online visibility: […]

Construction Marketing Association 2017 Survey Results

Construction Marketing Association conducted a survey to better understand the marketing plans and priorities of the construction industry. Surprisingly, over 96% of companies plan on increasing their marketing efforts. They realize the importance of their brand, relationships with local companies, and more engagement through the social media platforms. The national survey consisted of 7 questions that were asked.

We’d like to focus on the first four questions and the results: […]