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The World of Sales Is a Stage
How many of us are lucky enough to work within a Business or own a Business that is our ‘Dream Career?’ If you answered ‘me, I am’, you know ‘What Makes Your Business Amazing!’ It would be a mad world...
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Know When To Stop Before You Annoy The Customer
How many times have you opened your door or answered your phone to a salesperson eager to make their sale? It wouldn’t surprise me if many of you said ‘loads’ but have a negative story to tell. If you...
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Star Wars And It’s Warning To Suppliers
The basic premise of the Star Wars trilogy was the rise of an empire led by a ruthless emperor. Of course, in the movie, good overcame evil and everyone lived happily ever after (less a few entire...
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Easy Prey For Aggressive Buyers?
With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However, it’s also apparent that some B2B sellers are...
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Fortress Buying – Why Won’t Buyers Let You In?
More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. In short, they have erected defences that are designed to keep sellers at bay. In this...
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The 3 Ps Of Pre-qualification – Are The Fundamentals Still Sound?
An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of...
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Cold Calling is NOT Dead!
Over the past few years ‘Cold-Calling’ had become a favored activity of choice to generate Sales as it is believed you can contact large numbers of ‘prospects’ in a short space of time. BUT, I heard...
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3 Things Every Customer Thinks About You
We don’t ever want to buy anything; it’s down to the product or person persuading our emotions to change our minds. As a sales person you receive a certain amount of training that always highlights the...
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The Top Three Business Resolutions For 2013
New Year resolutions tend to focus on the negative, on what needs to be removed, changed or otherwise altered to make things in some way better. Instead of this wasteful and depressing exercise how...
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10 Ways To Sabotage Your Next Trade Event And 10 Essential Sales Tips
So you’ve invested a lot on exhibition real estate, researched the target market, designed elaborate displays or splashed out on expensive event sponsorship at a conference. Job Done? You’re about to...
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