Are You Selling To The Decision Maker?
The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.
7 Reasons Why The RFP Process is Flawed
RFPs may not be a smart way for a company to choose a supplier or a business to win clients - both may not be not giving themselves the right opportunities for success.
6 Steps For Business Development Success
Business Development is a skill that all salespeople need to have. It should be natural and organic to grow the business, find new clients, expand the offering to current clients.
What You Need to Know About Pitching Over Email
Become someone people want to buy from, not someone that repels people by spamming them over email and LinkedIn.
Why You Need Create Opportunities and Not Just Find Them
Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.
Cracking The Myth Of Sales Hunters & Farmers
Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.
Telephone Sales Techniques For Success (Part 2): Pre-call Preparation
Once you have your general mindset under control, it’s time to look at how you prepare your week. Be organised, be clear on your structure, focus areas and priorities.
Telephone Sales Techniques For Success (Part 1): Mindset
A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.
9 Enormous Mistakes Salespeople Make and Their Causes
Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.
Networking At A Conference – How To!
After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.
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