The following tips will help you perfect your sales pitch so you are presenting your product or service in the best possible light for your prospective client. Know your prospect It is vital that you have a solid understanding of your potential client’s business. You can use the Internet to do some background research on […]
5 Tips to Perfect Your Sales Presentation Read More »
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
5 Thinks You MUST Know About Every Sales Opportunity Read More »
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
6 Simple Sales KPIs You Should Be Using Read More »
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
The Risk of Too Few Customers Read More »
To quote Peter Drucker, “Management is about doing things right, Leadership is about doing the right things”. A leader provides direction (short and long range focus) and answers the “What and why?” (a manger answers the ‘how to’). Leaders provide the strategic direction of an organisation (where to play and how to win) and establish
Be A Leader To Create More Profits Read More »
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
Sell More By Building Trust and a Relationship Read More »
Why is it that people can give more thought to a fishing expedition than they do their business? If you want the best chance of catching fish you go where the fish are and you use the most appropriate bait. Good fishermen (and women) research this before wetting a line. Poor fishers don’t. It’s the
5 Questions to Ask to Get Your Strategy Right Read More »
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 crosses B2B and B2C boundaries. The story starts in December last year when, being the well organised guy that I am, I
Don’t Try to Close a Sale, Build a Relationship Read More »
I am passionate about sport, and have coached at various levels in various sports for many years. Regardless of the level of player skill or ability of a team, I have always found setting goals with players helps motivate and focus their efforts on what we agree we want to achieve. Goal setting is a
Goal Setting in Business – It’s Just a Game! Read More »
Despite all the hype that face-to-face selling is dying, building strong relationships is more important then ever. But maybe it’s just done differently… There has been a lot of discussion recently, dare I say argument, about the continued relevance of relationship selling in B2B sales. Many pundits will have you believe that in today’s ‘connected
Is Relationship Selling Dead? Read More »