“Wendover -InsightPRM Business Growth Report – Q3 2016” This quarter, Kansas City ranked number one in a nationwide survey of businesses. We surveyed over 600,000 businesses across the country last quarter, and this is just one of the nteresting findings. We ranked the top five cities, and looked at the industries with the fastest growing companies. See the full results of the survey below. You may need the latest version of Adobe Acrobat Reader to view this document. This document is in Adobe Acrobat PDF format and available for download and printing. Download Now!

  A new year means it’s time to ditch what wasn’t working in 2014 and get inspired to have your best sales year yet! But it’s not necessarily easy to change what you’ve always done and make each new year different from the last. The passage of time alone will not help you become a stronger salesperson…but new ideas can. In fact, understanding and implementing industry changes and innovations in sales is the only sure way to prime yourself for success in the new year. That’s why we’re listing the blogs of our favorite sales thought leaders to get you thinking about and discussing sales trends, shifts, and best practices. We hope you’re inspired to implement some new ideas in 2015! Jill Konrath – Fresh Sales Strategies, http://www.jillkonrath.com/ Konrath regularly shares succinct, helpful ideas for selling in an age where everyone is busier than ever. Lori Richardson – Score More Sales, http://scoremoresales.com/blog/ Richardson offers immediately-actionable tips to help salespeople improve their results. Sign up for her free newsletter for regular updates and advice. Gerhard Gschwandtner – Selling Power, http://sellingpower.typepad.com/ This helpful blog offers a variety of topics from both Gschwandtner and a diverse assortment of guest bloggers. Jeffrey Gitomer – Sales Blog, http://www.salesblog.com/ Gitomer offers tell-it-like-it-is sales advice and helpful resources. Check out his free e-book, Winners and Whiners. Jim Keenan – A Sales Guy, http://asalesguy.com/ If you aren’t already reading Keenan’s popular blog, you should be. He offers refreshing, straightforward views. Andy Paul – The Sales Fix – http://www.andypaul.com/blog/ […]

  The month of December is huge for retail sales, but what about for businesses that only sell to other businesses? During holiday time, the increased stress of wrapping up the year (not to mention wrapping gifts) may mean that business owners will put off buying from you this month. Maybe they’re already over their budget for the quarter, or maybe they’re more concerned with planning that holiday party. Whatever the reason, your sales could take a hit this month. Here’s how to make the best of it: Have a holiday promotion. If retail can fill this month with discounts, so can you. Offer a holiday discount to encourage hesitant prospects to take the plunge. Explain that they won’t get this offer at any other time of year, so it’s important for them to act now. Market heavily to prospects, since some might have a budget surplus. Just reminding them that you’re around can lead to an uptick in sales. Usually a budget surplus is a “use it or lose it” scenario. Show prospects how your product or service is a great way to spend those extra dollars. Send cards and gifts to top prospects. So what if they haven’t bought from you yet? Add a few prospects to your list of gift recipients this year. Don’t forget to include a personal note. It’s hard to ignore a big basket of fruit or candy, so at least you’re likely to be remembered. Remind prospects to include you in their plan […]

by Shannon F. You’re probably sick of hearing about the importance of resilience, persistence, and staying motivated. The best salespeople are incredibly tenacious and are able to deflect the day-to-day negative feedback that pretty much everyone in this field faces. They may think they don’t need to fine-tune their attitudes to rejection or receive regular pep talks. The truth is, most salespeople need encouragement on a regular basis, even if it comes from within. Here are our suggestions for remaining persistent no matter what. Remind yourself that 80% of sales are made on the 5th through 12th attempt. It’s true. If you are getting a little frustrated with a prospect who isn’t returning your calls, remind yourself that it could take as many as 12 calls to set the appointment that gets you the deal. Be patient, and remember that 90% of sales reps make only three attempts or fewer. (You could even print the inspiring chart, above.) Complain for a little…and then stop.  Positive thinking is important, but sometimes the one thing that inspires you to keep going is having the opportunity to vent (briefly). If a prospect is ignoring your calls or has treated you horrendously, it’s okay to seek the empathy of others on your team. Feeling heard, and getting your anger out of your system, can energize you and give you the strength you need to move forward. But don’t complain about every little thing or dwell too much on a bad experience. Complaining only has […]

  We invite all InsightPRM and Wendover Corporation customers to enter our 2014 Sales Star Contest! Over $1000 in prizes will be given away to sales reps who have achieved outstanding results this year using our sales lead program and/or InsightPRM lead management software. The grand prize for Biggest Deal Closed in 2014 is $500, but we’re giving away tons of great prizes ranging in value from $25 to $250! For more information, please visit the contest page.    

  Many of our clients are commercial movers or sell products and services entirely dependent on a trigger event: corporate relocations. Nothing throws off a sales rep like a confirmed moving lead saying, “I’m not moving.” In fact, that objection can be enough to relegate the lead to what we call the “dead lead dumpster.” But just because someone says, “I’m not moving,” should you give up on the lead? In many cases, a prospect who offers an unexpected objection feels cornered. You have knowledge of a piece of information that was not disclosed to you, and that’s enough to put a business owner or manager’s guard up. Who are you, and how did you find out about their trigger event? In the prospect’s eyes, it’s none of your business that they are planning a move, even if your services can ultimately make their lives a lot easier. Should you discard the lead? If a prospect tells you their trigger event is not happening, don’t discard the lead too hastily. After all, you may have caught the prospect on a bad day, and “We’re not moving!” is a fake-out to get you off the phone. Let a little time pass, and make at least a few more attempts before determining that the lead is no good. Remember, someone at some point told your lead source they were moving. Try back at a better time As time draws closer to the trigger event, your prospect may start to become more interested […]