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Selling Services: Relationships Matter The Most

Lacking a physical product, most service businesses fall into the pitfall of talking about themselves in their business messages and forgetting it’s the benefits delivered that interest clients. You might be ‘the best’, ‘the biggest’ or ‘been in business for 50 years’, and while this message may appropriately describe your commitment, intentions and background, your [...]

By | 2017-09-25T15:35:47+00:00 September 25th, 2017|Sales|0 Comments

Someday, You Might Want To Sell Your Business

Not all small business owners want their businesses for a lifetime.  Many are keen to build value in a business and sell it off so that they can move on to other endeavours.  But, even if your business has been your entire career, when you get to retirement age, you’ll still be looking to sell.  [...]

By | 2017-08-22T14:27:59+00:00 September 4th, 2017|Sales|0 Comments

Quality Customer Service is the Key to Your Success

Success in business is rooted in consistent, high quality service. The reason for this is that you won’t achieve customer satisfaction if you’re short on quality service. Customer satisfaction is not just about your customers feeling pleased with your business – it makes a direct impact on your bottom line. Your marketing and advertising may [...]

By | 2017-04-08T11:14:19+00:00 April 8th, 2017|Marketing, Sales, Strategy|0 Comments

What Salespeople Can Teach Politicians

For many, including myself, the results of recent high-profile elections and referendums has come as a shock. Results of the BREXIT vote, the US election and the uncertainty surrounding upcoming elections in Europe all indicate rising support for anti-establishment politics. If these were the results of sales teams I was managing, I’d most likely be [...]

By | 2017-03-09T17:54:59+00:00 March 8th, 2017|People, Sales|0 Comments

How NOT to make a sale…or start a relationship

“The way you position yourself at the beginning of a relationship has profound impact on where you end up” – Ron Karr There is a lot of talk these days about how sales is changing. How cold calling is dead. How relationship selling is dead. About how we need to be insightful and challenge our [...]

By | 2017-03-09T17:55:01+00:00 March 1st, 2017|Sales|0 Comments

Why Quality Customer Service Is The Key To Your Success

Success in business is rooted in consistent, high quality service. The reason for this is that you won’t achieve customer satisfaction if you’re short on quality service. Customer satisfaction is not just about your customers feeling pleased with your business – it makes a direct impact on your bottom line. Existing customers provide most successful [...]

By | 2017-08-22T14:31:45+00:00 November 29th, 2016|Marketing, Sales|0 Comments

5 Thinks You MUST Know About Every Sales Opportunity

There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells something” But from a sales perspective, the reality is.. “Nothing happens until you generate a lead!” And this is just the start of the sales process and in turn, lead management process. Leads are the [...]

By | 2017-03-09T17:55:05+00:00 November 8th, 2016|Sales|0 Comments

6 Simple Sales KPIs You Should Be Using

Simple Measures Create Sales Success Over the years I have been surprised to see how many business owners and managers measure their total sales, cash flow and profitability – and micromanage where not necessary – only to fail to give consideration to individual measurements that can really help them understand their business. This is particularly [...]

By | 2017-03-09T17:55:06+00:00 November 8th, 2016|Sales|0 Comments

The Risk of Too Few Customers

Concentration Risk! Not a risk with concentrating so hard your brain hurts, but the risk associated with your business being reliant on too few customers. For many businesses, once they win the first BIG deal there is a feeling of excitement and achievement. You’ve finally got that deal that will deliver the revenue you have [...]

By | 2017-03-09T17:55:06+00:00 November 1st, 2016|Finance, Marketing, Sales, Strategy|0 Comments

Sell More By Building Trust and a Relationship

This is an unusual post from me as it relates specifically to a personal B2C experience, but one so good I had to share…and as you’ll see, when done well, delivering customer value is immune to B2B and B2C boundaries. The story starts in December last year when, being the well organised guy that I [...]

By | 2017-03-09T17:55:08+00:00 October 17th, 2016|Sales|0 Comments