Articles & Tools for Success

 

The Lab Guide to Business Development

Carlos Diggs uses humor and real life illustrations to provide a fresh perspective on selling for non-salespeople working in the lab.

Presenter: Carlos Diggs, Managing Partner at 360 Sales Focus
Event: Microbac Laboratories, Quality, and Microbiology Baltimore Meeting, May 16, 2011

Carlos Diggs believes that everyone in the lab (analyst, quality assurance, project manager, technical director, manager, etc.) has a very important role in supporting customer acquisition and retention efforts.

Unfortunately, many people view the word sales as a word with negative connotations. Think about it, without sales, you would not have customers. Without customers, you would not have a business. Without a business, you would not have a job and paycheck.

This presentation will not turn you into a selling machine, but it will help ease anxieties for non-sales professionals who are required to interact with customers and/or participate in the selling process directly or indirectly.

This presentation will teach you how to:

•  Add value to every customer engagement
•  Attract and retain more customers
•  Overcome the fear of selling

Finally, you will gain insight into the best approach to use for your unique situation that will help you quickly recognize potential new business opportunities, as well as position your lab as a trusted adviser and friend.

ACIL Presentation: Effective Selling Strategies for Testing Labs

Sales and marketing strategies that attract and retain customers.

Presenter: Carlos Diggs, 360 Sales Focus
Event: American Council of Independent Laboratories, Mid-Winter Meeting 2011

Sales is the lifeblood of any business, and in today's challenging environment, even maintaining sales momentum is difficult. Therefore, if you are not out selling, you are being out sold. In this session, we will explore strategies and tactics for making sales happen for labs like yours. We will discuss all the factors that contribute to creating a successful sales strategy and organization. Receive first-hand knowledge and experience in every aspect of operating a profitable business (from startups to large well organizations), closing high-value services sales, and coaching for non-sales/technical people that may find themselves in selling situations.

What is the most effective approach to sales? Depending on your unique situation, one of the following may apply.

A.    Separate technical and sales roles/teams
B.    A hybrid technical and sales roles/teams
C.    Outsourced or Insourced sales function

You will gain insight into the best approach for your unique situation to help you quickly position your organization to work in concert to generate high quality leads, advance sales, and nurture stalled, or lost opportunities.

Download: Audio or Slides:

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GrowSmartBiz Presentation: Finding New Customers

Carlos Diggs, Managing Partner of 360 Sales Focus, delivered a presentation at the 2nd Annual GrowSmartBiz Conference in Washington, DC. This event is hosted and sponsored by the Washington Business Journal and Network Solutions. Carlos presented an easy to follow strategy for finding new customers for life, through referral marketing. Download "Finding New Customers Audio Recording" (12M MP3 file, be patient), and "Finding New Customers Slides with Speaker Notes." Implement the easy to follow action plan outlined at the end of the slides. If you need assistance with this or any other sales or marketing challenge, request a complementary consultation.

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Tool: "360SF Rapid Qualifier Tool"

How much of your sales team's time is spent chasing leads that string them along and waste their efforts? If your team is making calls to prospects who are not interested they are not calling the ones who are. Download Our 360 Rapid Qualifier Tool and qualify prospects quickly - win more business by using a disciplined approach to qualifying.

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White Paper: "12 Steps to Double-Triple Your Win Rates"

Winning sales organizations use a consistent qualification method to quickly and thoroughly evaluate all new opportunities. Most sales opportunities are won or lost at the qualification step of a sales process. Whether you realize it or not, the buyer is qualifying the seller at the same time. 12 Steps to Double - Triple Your Win Rates is a how to guide to avoid time wasters and being shopped. This will free you up to focus on more strategic and profitable activities and opportunities.

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White Paper: "How To Approach Referral Marketing"

 The least expensive way to find new customers quickly is through referral marketing. Learn how to approach your first 3 levels of contacts (friends, family, & fans). Avoid the most common road block to success. Follow our simple 4 step action plan that will generate profitable results. Download "How to Approach Referral Marketing." This practical how to guide will give you the knowledge you need to grow your customer base inexpensively and quickly.

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White Paper: WIN MORE BUSINESS! 10 Guerilla Sales Hunting Tips

When conventional approaches to your hunting leave you feeling defeated, it may be time to consider something unconventional. Here are 10 tips that will reveal the guerilla sales hunter in you.

Get Noticed, Called Back, Get Appointments Today! Eliminate  Frustration, Stop Being Ignored, Avoid Being Labeled As Just Another Sales Person Calling, Develop Endless Referral Sources

Downoad "10 Guerilla Sales Hunting Tips" to exceed win more business.

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