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. [...]
Do you work with your prospects to understand their real needs and deliver them something that will address these needs - a solutions, not a product? Delivering solutions will not only help you gain the initial sale, but go a long way todeveloping a long term relationship that will improve the lifetime value of your [...]
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. [...]
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 [...]
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 [...]
