Last month, TechBus interviewed our very own President, Nate Watson. TechBus is an Omaha-based group that posts bi-weekly interviews about local businesses and new technology.
Check out the video below of one of our data scientists and Director of Data Visualization Matt Hoover giving a tour of the The Startup Collaborative. Matt was interviewed by Omaha tech company Dynamo. Dynamo is a new kind of IT consulting and recruiting agency that is based on an understanding of who companies actually need -- valuing people and culture fit over transactions and placement fees.
Investing in employees means more than just treating them well by giving them benefits and a flexible schedule. It means putting time and resources into individuals who have potential for greatness, but may need a little guidance.
"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...
Contemporary Analysis was featured in the Greater Omaha Chamber's 2012 issue of Omaha: Extraordinary Opportunities magazine. The articles contained in the magazine are written to highlight the strengths and growing opportunities in the Omaha area. The publication shows businesses that are deeply invested in the future of Omaha. Contemporary Analysis is a big player in the up-and-coming predictive analytics market.
At Contemporary Analysis (CAN), we take a completely new approach to helping companies and organizations get more out of the information they have access to. At our core is the idea that businesses should be working smart and hard. At CAN, we are different because we always keep the human element, actionable impact, and added value at the forefront of our development process.
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.
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...
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.
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: