How Can I Overcome Low Sales in My Business?

Written by Bradley Gamble

In 2016, Brad Gamble co-founded The Selling Factory, a Gainesville, FL-based company providing Outsourced Sales Support and Talent Placement, that’s staffed 100% by college students that take part in our Sales Apprenticeship experience. Having hired, coached, and led over 2,000 Sales Representatives and Sales Leaders over the last 25 years, Brad Gamble, the CEO of The Selling Factory, shares his thoughts on sales, entrepreneurship, company growth, and today’s job market.

The current economic uncertainty is weighing heavily on everyone’s minds right now, affecting sales in all industries. At least 58% of economists recently surveyed predict a recession this year. 

B2B solutions companies might feel the pinch. As a result, you may see your sales performance drop.

So, how can you grow your sales when your revenue stream slows down? Here are some insider tips to help you through tough times. 

Offer Value Through B2B Webinars

An easy way to provide value is to create and offer webinars. After all, 53% of marketers say that hosting a webinar is the best method for generating high-quality leads. 

Educational sessions provide value, allowing your customers and clients to learn more about your industry and services. They’ll discover the advantages of working with your company and services they may not have realized they needed. 

Use webinars to highlight challenges and demonstrate how your services can help to overcome these obstacles. 

Use Lead Generation Services

When sales performance suffers, one of the best ways to fix the problem is to focus on lead generation. However, it isn’t always easy to find quality leads and convert them into paying customers. 

Lead generation takes time, and what works for one company may not be the best solution for your business. That’s why using lead generation services provides such great value. They know how to generate sales leads and turn those individuals into customers. 

Make More Sales Calls

If you want to increase daily sales, you need to pick up the phone. There are four types of sales calls, and they include cold calls, warm calls, sales appointments, and follow-ups. 

By making more calls, you have more opportunities to find decision-makers, find pain points, form connections, learn about the company, and increase sales. 

Cold calling often gets a bad rap, but it’s often because entrepreneurs don’t put enough effort into their pitch, making it an ineffective tactic that wastes everyone’s time.

You need to hone your cold call pitch, so you deliver the information that matters in a succinct and meaningful way. It’s one of the best sales skills you can master. 

Remember that your prospect’s time is valuable, so be sure to show respect. Deliver your points as quickly as possible, making sure to touch on all the important information. You only have a few seconds to grab their attention, so make it count! 

Be present with your prospects and offer them value. Address their pain points and make sure you have a unique value proposition. 

Are you looking for an effective way to find new leads through sales calls? Our sales support team helps with outbound calls, inbound calls, and other work to help you find more leads and boost sales. 

Focus on Your Mailing List

If you’re facing a sales slump, you can spend this time focusing on your mailing list. 

Over time, your contact’s email addresses may change, they might abandon an address, or they might opt out. That’s why it’s crucial to refresh your contact database.

You should always spend time refreshing your email list and adding new contacts. Once you have an audience of subscribers, you can focus on content. 

Informative and valuable emails are the most likely to have higher click-through rates. It might be time to revamp your content strategy, start using templates, and focus on your CTAs. 

Ask for Testimonials

Testimonials hold a lot of weight, and they can do your business good. After all, 49% of customers trust online reviews as much as a personal recommendation. 

Reviews and testimonials speak for themselves. They help to build customer trust. However, many businesses struggle to get good reviews. 

One of the easiest ways to get more testimonials is simply to ask for them. A review from a well-known business is one of the most efficient ways to build trust and form relationships with new clients. 

Tell a story with each product. Send a follow-up email or a quick call to mention how much their business means to you. Demonstrate your passion for your products and services.

Show the Human Side of Your Business

A good way to increase sales is to boost engagement first. One of the best ways to do so is to leverage social media. 

Take a look at your current social accounts and evaluate them. Are there any areas for improvement? If so, what steps do you need to take to grow your followers, boost engagement, and increase leads? 

Show off the human side of your business with a “behind the scenes” look at members of your team and your products. Being authentic and interacting with your followers helps to build customer trust. When customers trust you, they’re more likely to support your company in the future. 

Create a Loyalty Program

A loyalty program can be either simple or complex. The goal is to keep customers coming back and increase your repeat business. When they support you, then you reward them.

A loyalty program may or may not be easy to implement, depending on your services. However, it’s one way to encourage repeat business, boost a customer’s lifetime value, and influence purchasing behaviors. Plus, if a loyalty program works, you can learn more about what your clients want from your company. 

Improve Sales Performance With These Tips

Are you experiencing low sales? If so, be sure to use the above tips to help grow your company and get back on track. 

One of the best ways to improve sales performance is by investing in sales development representatives. We provide SDR jobs for college students to help companies improve their bottom line. Rather than finding and retaining entry-level professionals, you can invest in fractional SDR teams to improve your marketing and sales efforts. 

Schedule a free consultation to learn more and get started. 

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.