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 […]
What Salespeople Can Teach Politicians Read More »
“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
How NOT to make a sale…or start a relationship Read More »
We all know that having satisfied customers is good for business. Satisfied customers are more likely to return, spend more and importantly provide referrals to help generate more customers for you to satisfy. And in today’s social media world, dissatisfied customers have a myriad of ways to tell the world of a bad experience. But
Measuring Your Customer’s Satisfaction Read More »
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
Why Quality Customer Service Is The Key To Your Success 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 »
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 »
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 »
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 »