
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
by Demrie Henry, on September 2, 2013
by Demrie Henry, on August 7, 2013
“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.”
by Demrie Henry, on July 24, 2013
“Is the price negotiable?” There are really only two ways to tackle this question.
by Demrie Henry, on July 10, 2013
Anyone 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.
by Demrie Henry, on July 4, 2013
During 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:
by Demrie Henry, on May 28, 2013
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.
by Demrie Henry, on May 23, 2013
How 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.
by Demrie Henry, on April 30, 2013
If 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.
by Demrie Henry, on April 8, 2013
If 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!
by Demrie Henry, on March 11, 2013
Somewhere… 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.
Improve your sales performance. Sales managers can gain unique perpsectives on hiring and developing more effective sales teams. Salespeople can improve their approach to getting more appointments with target prospects, uncovering desired business results, and engaging clients in a collaborative process that leads to the sale.
The Center for Sales Strategy
Contact Us