It’s not often I come across something so simple AND where the success rate is proven under the strictest of test conditions Earlier this year I came across the most basic of techniques that should be used in every single business, in every area where a business is looking to improve. Time to implement –… Continue reading Saving .75M Lives? Think What It Could Do For Your Business
Only dead fish go with the flow….and that’s a fact of nature. They hang in the water, until they putrefy, but in the meantime they’re pushed this way and that, swayed by the currents they have no control over, pushed to places they don’t want to be….. I see too many businesses like this. Those… Continue reading Beating the Competition AND Growing Your Business
….who they really are during the negotiation stage, believe them. Consider this… When the buyer’s primary concern is who is selling at the lowest rate this week…. Or maybe… who’s got the best deal on…. Or they think ‘Let’s wait until the end of the month to buy, we’ll get a better deal then…’ And even, my… Continue reading If Your Prospect Shows You…
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’s been reported recently that the average B2B deal size dropped by 25% in 2013, this is according to a summary of the CSO Insights ‘Sales Performance Optimisation Study’ (www.csoinsights.com) for B2B sales in this months edition of ‘Winning Edge’ (www.ismm.co.uk) Is that true for your business? The summary report states that this is probably due… Continue reading Average Deal Size Dropped by 25% Last Year
More often than not, sales skills development and sales training workshops will focus on training the sales person to illicit certain information and verbal ‘signs of commitment’ from the prospect. Whilst this is part of any sales process, the verbal signs of commitment on their own are cheap and in some instances totally pointless…instead the… Continue reading Testing the Strength of Referral/Third Party Relationships
You would be surprised how many sales people are still doing generic sales pitches, ill thought out, barely researched, treading the same path to the prospects door as the competitors – it’s a very crowded approach, and after all, there can only be one winner. I was listening to a program earlier this week, where… Continue reading Why Following Your Competitors is Costing You Pure Profit and Sales Opportunity Today