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	<title>Sales Leakage Consulting Blog</title>
	<updated>2008-07-25T06:01:50Z</updated>
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	<entry>
		<title>Sales Stagnant? Eleven Steps to Increase Sales Activity at Mid-Year!</title>
		<link rel="alternate" href="http://blog.salesleakage.com/2008/07/07/sales-stagnant-eleven-steps-to-increase-sales-activity at-midyear.aspx" />
		<id>tag:blog.salesleakage.com,2008-07-07:a9a84ea2-ba2a-423e-9389-b9f8fb2f6848</id>
		<author>
			<name>James Obermayer</name>
		</author>
		<updated>2008-07-07T06:36:44Z</updated>
		<published>2008-07-07T06:35:00Z</published>
		<content type="html"><![CDATA[As a follow-up to the last Blog entry about companies that break the momentum of its salespeople, you can make some changes that won’t break their stride (momentum).      Eleven Mid-year steps you can take:     1.      Sales Meetings.  If you have monthly sales meetings go to weekly sales meetings.  If you have weekly sales meetings shorten the meeting to just accountability items and have an end of the week report on a defined set of sales activities.  2.      Accountability. ...]]></content>
	</entry>
	<entry>
		<title>Loss Of Sales Momentum Is The Single Biggest Drain On Growth</title>
		<link rel="alternate" href="http://blog.salesleakage.com/2008/06/23/loss-of-sales-momentum-is-the-single-biggest-drain-on-growth.aspx" />
		<id>tag:blog.salesleakage.com,2008-06-23:55337836-0761-4ca3-b28b-971a1e2c38b2</id>
		<author>
			<name>James Obermayer</name>
		</author>
		<updated>2008-06-23T06:47:05Z</updated>
		<published>2008-06-23T06:43:00Z</published>
		<content type="html"><![CDATA[Jockeys never shift their weight to look over their shoulders; they don’t break the horse’s momentum (they look cautiously between their legs at the field behind them). Coaches teach runners to not look behind them, it breaks their stride. Race car drivers are aware of every momentum breaking driving habit that can slow the car. This brings us to your sales organization.   Never make substantial changes in your sales organization in mid-year. Make change if you must, but weigh it against the risk of the inevitable sales slowdown when you break the stride of the salespeople.   ...]]></content>
	</entry>
	<entry>
		<title>You can predict the future if you know the right numbers.</title>
		<link rel="alternate" href="http://blog.salesleakage.com/2008/05/23/you-can-predict-the-future-if-you-know-the-right-numbers.aspx" />
		<id>tag:blog.salesleakage.com,2008-05-23:e8affdec-d905-4766-8996-4ba08dafb59a</id>
		<author>
			<name>James Obermayer</name>
		</author>
		<updated>2008-05-27T11:20:26Z</updated>
		<published>2008-05-23T11:03:00Z</published>
		<content type="html"><![CDATA[The person who can predict sales results from marketing programs is a vital part of the company and of the sales process. Fortunately, this isn’t difficult: 45% of all inquiries  will turn into a sale for you or a competitor within one year. In the short term, 22-26% of all sales inquiries will turn into a sale for someone within 6 months, 10-15% with 3 months. Note that I said inquiries. I did not say qualified leads. Qualified leads will convert at a higher percentage. This is known as the Rule of 45. Now that you can predict the ...]]></content>
	</entry>
	<entry>
		<title>If Sales Lead Follow-Up Jumps To 100%...</title>
		<link rel="alternate" href="http://blog.salesleakage.com/2008/04/08/if-sales-lead-followup-up-jumps-to-101.aspx" />
		<id>tag:blog.salesleakage.com,2008-04-28:59e02666-b19a-4068-8d9c-e2ea44faf6d1</id>
		<author>
			<name>James Obermayer</name>
		</author>
		<updated>2008-04-29T08:46:23Z</updated>
		<published>2008-04-28T08:35:00Z</published>
		<content type="html"><![CDATA[Most companies admit to only having a 10-25% follow-up of their sales inquiries. With so little follow-up they are only reaching, on average, 25% of the buyers. This means that 75% of the marketing dollars spent on lead generation are wasted. But what if we have a world where:    • Sales follows up 100% of the inquiries (all inquiries not just leads).  • Marketing measures the sales contribution value of every campaign.  I can tell you what will happen:     1. Sales will increase in 90 days.  2. Salespeople will make ...]]></content>
	</entry>
	<entry>
		<title>Know Why Sales Are Down?</title>
		<link rel="alternate" href="http://blog.salesleakage.com/2008/04/15/know-why-sales-are-down.aspx" />
		<id>tag:blog.salesleakage.com,2008-04-27:36c32cb3-6456-4cdd-b240-753159d338e0</id>
		<author>
			<name>James Obermayer</name>
		</author>
		<updated>2008-04-29T08:45:51Z</updated>
		<published>2008-04-27T10:32:00Z</published>
		<content type="html"><![CDATA[Just for contacting us you will get a copy of Jim Obermayer's article:  Know Why Sales Are Down? 53 Questions To Help You Dig To The Bottom Of The Sales Panic!  Email Jim: jobermayer@salesleakage.com  Call: 714-998-1737 ...]]></content>
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