Pricing is a language. It delivers a series of subtle and not so subtle indicators about your business, your product, your service and maybe even you.
And that’s when the penny dropped…so we packed up and all went out for Chinese food and a few beers. A good night was had by all. The day didn’t start like that though. A client I’d worked with before had called me up a few weeks before to say they wanted to increase their… Continue reading Change is Inevitable…
Sales is all about keeping score. Business development is worthless unless your sales pipeline and your sales funnel are both being monitored for inputs and outputs. Understanding the sales conversions at each stage as well as understanding what those numbers mean for the long and short-term sales forecast. I’ve seen businesses where the sales forecasts can rival the… Continue reading 7 Key Sales Metrics That Really Matter – Free Report
There are over 70 strategies that support new business development. Some will suit your business, others wont. Some will be perfect for you if you’re in a continual price war, some will be better designed to work out how you take control of your market via innovation. Whatever your sales and business performance is at the… Continue reading New Business Development Strategy – Time to Think Again?
Conventional thinking in sales growth is this: If you want a bigger market share for your business then you have to take away sales from someone else…your competitors. Ok, that’s one way. That way leads to reduced pricing, highly competitive and costly marketing/positioning and aggressive selling…it’s a race to the bottom. You’ll have seen it… Continue reading Do you Still Think Sales is a Zero Sum Game?
It seems that sales people can often spend more time selling the price of the solution than selling the solution itself. One way to prevent this happening is to ensure that the prospect fully understands the long terms costs associated with them NOT buying your solution. Only when the prospect fully understands the costs they… Continue reading The Cost of Doing Nothing
Why do some people continue to play a game when they know the chances of winning are stacked against them? Well, I guess, it could be because they want to improve their game, for example. I love swimming but I’m never going to win any kind of medal for it. I have friends who love… Continue reading Changing the Rules of Engagement – Will You?