How to Connect with Prospects by Tom Heinmiller If you’re looking to build a successful business, it’s essential to understand the four pillars of customer relationships: know, like, trust, and respect. Customers won’t do business with you if they don’t … Continue reading →
IBM Eagles: Why the Term “Eagles” Fits IBM’s Top Salespeople Early in my sales career I was designated an IBM “eagle”. IBM, one of the largest technology companies in the world, is known for its innovative and creative approaches to … Continue reading →
How to Optimize Your Networking At A Trade Show Trade shows are one of the oldest forms of marketing. But despite that they are still a powerful sales and marketing tool. As an exhibitor your object is to impact over … Continue reading →
The Salesperson Makes a Difference When the Economy Threatens to Dive in Dublin & Columbus, Ohio It’s easy to sell when conditions are favorable. Who could have predicted COVID or it’s impact on the economy? Who could have predicted its … Continue reading →
The Salesperson is The Biggest Differentiator in a Competitive Market I read a Harvard Business Review article awhile back that emphasized: “as salespeople we must sell ourselves first”, our company second, and only then have we earned the right to … Continue reading →
Prospecting Follow-up & How It Impacts Your Sales Growth in Dublin & Columbus, Ohio Since the beginning of the pandemic, sales have become harder and harder! With the shift to more on-line interaction’s buyers have become extremely comfortable with doing … Continue reading →
How Tom of Heinmiller Consulting stays “top of mind” With His Prospects I am often asked the question, “How do I stay top of mind with prospects”? My answer is always the same, by planting seeds, nurturing and staying visible … Continue reading →
Where Did The Idea of Fractional Sales Management Come From? Good morning, we wanted to begin hiking and coaching this morning – but the consensus was 18 degrees is just too cold. So, we headed for coffee and did a … Continue reading →
Old School Selling Tactics No Longer Work, But This Does By: Tom Heinmiller of Heinmiller Consulting. A seasoned fractional sales manager serving Dublin & Columbus, Ohio. His expertise is among Sales, Sales Training, Prospecting, and most importantly revenue growth for … Continue reading →
How To Reframe & Limit Assumptions To Ignite Sales If you want to increase your sales results and shorten your selling cycle there is nothing more streamlined than becoming aware of how your mindset impacts your selling behavior and learning … Continue reading →