PawnMaster Blog

Summa's Sales Spotlight: “Hey Bob…”

Posted on 08 Jun 2016



In sales, you have an opportunity to bring on new business through leads generated by marketing and demand generation programs. You also have the chance to sell to existing clients. When we call down on clients we are not using the same tools we use to close new business.


“Hey Bob” how is it going how is business?” As with any conversation – think about your audience.

  1. Make sure you check in with them a few times a year
      1. Build a relationship with them
      2. Make them feel comfortable enough with you that they can come to you
        with any issues they may come across
      3. Ask for feedback


  2. Ask about their business
      1. Hey Bob, how else can I help your business?
      2. What are some of the other challenges you are facing?
      3. Hey Bob… Are you saving a ton of money by buying back
        office supplies from us?
      4. Hey Bob, how is that new module working out for you?
        Did you know we are coming out with “X”?


  3. Alert and send them to pertinent information
      1. Hey Bob, you should follow us on Facebook, we’re always sharing
        industry-related information on our page
      2. Hey Bob, we just came out with a blog post on inventory control etc.
      3. Hey Bob… did you see this article on


  4. Keep them engaged, and STAY engaged with them
    1. It’s a two-way street
    2. In order to help our customers, you need to know about their business;
      you have to build a relationship with them


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Len Summa

Written by Len Summa

Len Summa joined Data Age Business Systems, Inc. in 2012 and currently serves as Chief Executive Officer (CEO). Before becoming Data Age Business Systems’ CEO, Mr. Summa was Chief Operations Officer (COO) for four years. He has 26 years of experience in executive software solution sales and operational management for both early stage and well-established firms. Prior to his Data Age service, Mr. Summa was the General Manager of global sales and operations at Persystent Software, an industry-leading enterprise recovery software. Mr. Summa has also served as the Director of North American SMB sales and operations at, the preeminent software firm in the learning management space. Mr. Summa has a vast business and entrepreneurial background and was the co-founder of Lou Ferrigno/Fitness Showrooms, a highly successful retail and wholesale chain located throughout the Northeastern United States.

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