Sales

In this Conquer Local podcast with George Leith, we discuss three key issues that The Wentworth Prospect, a book I co-authored with Jeff Clulow and John Smibert explores. In strategic B2B sales, the need for COLLABORATION among buyer stakeholders, building CONSENSUS and accepting CHANGE are critical. Salespeople need to understand the internal politics of an organisation and the different archetypes they […]

Today, your prospective customer may be as much as 70% into the sales cycle before they with engage you, or your competitors. How you engage with them during this time is critical Now the role of marketing is just as much about helping your prospective clients find you as it is about you finding your prospective clients.

In the 1992 film, Glengarry Glen Ross, Alec Baldwin put the ‘A-B-C of Selling’ into folklore; ‘Always Be Closing’. In the movie, Blake (played by Baldwin), an aggressive ‘son of a bitch’ trouble-shooter from head-office is sent to an under-performing real estate office to motivate the sales team. His motivational approach was based on ‘fail

In today’s B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a more professional and principled, smart and mutually valuable way of engaging in the buying and selling process.  Through this we are seeing a continual evolution of sales methodologies that focus on what the customer sees as value. But

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 am,

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

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

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.