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The Center for Sales Strategy Blog

Demrie Henry

Demrie Henry

Demrie is the Director of Sales for Tax Law Solutions. She works with tax law attorneys and business strategists to help business owners dramatically and permanently reduce their income tax rate. She can be reached at: dhenry@taxlawsolutions.net

Recent Posts by Demrie Henry:

Three Reasons Labor Day Increases Productivity and Revenue!

sales strategy
Topics: holiday Sales

Great Sales Managers Inspire and Motivate… Just like Great Teachers

Great Sales Managers Inspire and Motivate Just like Great Teachers“Back to School” is a highly anticipated event for both students and parents alike, albeit for different reasons… but highly anticipated nonetheless! As a kid I remember feeling a sense of nervous excitement the night before the first day of school. I couldn’t wait to see all my friends, share summer stories, wear my new clothes, find out if my best friends were in my classes, meet my new teachers, and since I grew up in the 80’s… show off my fabulous “big hair.” 

Topics: Sales

Two Ways to Tackle Price Negotiation in B2B Sales

Sales Strategy“Is the price negotiable?” There are really only two ways to tackle this question.  

Topics: Needs Analysis sales strategy Sales

Your Best Decision After You Lose a Customer or Client in B2B Sales

describe the imageAnyone who’s ever participated in sports, coached sports, or watched sports knows the object of the game is to win! We keep score throughout the game, because when the game is over we want to know who played the best and who deserves to be crowned the winner!  Salespeople in B2B sales are pretty much the same. They keep score by evaluating their new business conversion rates, by regularly analyzing their budget vs. goal numbers, by measuring renewals, and by consistently making sure they’re meeting their customer’s goals and ROI. When all of these things are positive… they consider that a win.  

Topics: business development sales performance Sales

Lessons from the 4th of July: Victories Deserve Celebrations!

describe the imageDuring the American Revolution, July 4, 1776, the Declaration of Independence was approved and signed by the Second Continental Congress setting the 13 colonies on the road to freedom with the resolution of independence from Great Britain. Two days prior, John Adams wrote these words to his wife Abigail:

Topics: business development holiday Sales

6 Horrible Words Customer Focused Salespeople NEVER Say!

6 Horrible Words Customer Focused Salespeople NEVER Say!Recently, I was talking with a salesperson about his initial approach to prospective customers. He couldn’t seem to get folks interested in having a conversation with him. He was hearing the immediate brush off of “no thanks, not interested” soon into every cold call. While this is common, there are specific tactics that can warm up cold calls enough to get prospects to take your call, and even set aside time by scheduling an initial call.  My call with this particular rep was to share some of those tactics and best practices to help him experience more success during his initial approach.

Topics: business development Sales

Executive Coaching: I LOVE my Sales Manager!

I love my sales managerHow many times have you heard someone say, “I love my boss or I love my sales manager?” I would venture to guess you could probably count on one hand the number of times you’ve heard this proclamation. 

Topics: sales strategy Sales

How Firing a Client Could Increase Your Sales Performance

Sales PerformanceIf you’ve come to realize that the amount of time you’re spending to “manage” an incessantly needy client far outweighs the amount of revenue they represent for your company… it's time to think about firing them. 

Topics: key account growth sales performance Sales

Sales Management Secrets: The One and Only Reason I Hate Sales Meetings

Sales CoachingIf you were to ask 100 salespeople why they hate sales meetings, and then take all of their reasons and put them in a giant pot, fill it with water, and turn up the heat… the myriad of responses would all boil down to one and only one reason; they believe they’re a waste of their time!

Topics: sales strategy sales performance Sales

Sales Strategy: Get Out Of The Non-Communication Abyss

Sales StrategySomewhere… there is a deep, dark abyss where technology and communication devices don’t exist. It’s a black hole of non-communication and it has captured some of your best prospects! These are prospects that you’ve cultivated a relationship with, and who have demonstrated their trust in you by opening up about their biggest challenges and concerns.  You’ve worked hard to uncover their needs, and collaborated on various solutions to solve their business problems with relevant workable solutions. You’ve partnered and contracted all along the way to align expectations and effectively plan next steps. 

Topics: sales strategy sales performance Sales