The idea that you’re doing something for money horrifies many people. Yet we ALL do it in some shape or form, and then justify in whatever manner we see as “right”. Depending on how you perceive the process of networking it could be seen as just a necessarily evil to avoid at all costs or [...]
You’ve probably been staring at that sales deal on your forecast now for months. As each month goes by and each quarter merges into the next, for some reason that deal keeps getting pushed out. Every time you call them up they keep telling you it will be next week, or soon, or some other [...]
We don’t see many door to door salespeople these days. Once upon a time though they were a significant force in the sale of consumer products.
The other day I stumbled across a couple of videos which gave me a real slap in the face.
Make of these videos what you will. For me, this is a [...]
Marketing and sales have been separated for far too long. In fact things have gotten way out of hand and instead of an overlap where the two departments met in the middle, work together and exchanging ideas to support one another we have petty rivalry, misunderstandings and downright confusion.
Very similar to the problems many businesses [...]
A suspect calls you up without having spent much time with your online sales persona otherwise called your website and the conversation contained within it. The reasons why are probably numerous and might include;
your site was never designed with lead generation in mind so they probably wouldn’t be able to engage with you in any [...]
Business is full of all sorts of stuff. Some of which is very brown and smelly, yet despite its unpleasantness certain beliefs get passed around like they’re absolute truths, never to be questioned.
Sales is one of those areas that’s under increasing pressure for all sorts of reasons and it’s often not helped by the company [...]
Every time the Apprentice shows there’s always a flurry of emails from the sales experts.
One of the most emotive topics in sales is cold calling and this week the blue touch paper was lit and a ton of emails arrived that went along the lines of “you see I told you cold calling works”. No [...]
Ideas are worthless unless you can actually turn them into a tangible thing, whether its a prototype or a business responsible for its delivery.
Once you’re ready for customers its time to launch your product or service into the market.
Get this right and the business will move into a high growth trajectory after some initial ramp [...]
The majority of sales people I’ve met over my career want to make things work, and mostly for the right reasons.
However, poor sales training and education along with bad leadership forces sales people into difficult positions.
Way too much focus is placed on activity for the sake of activity or having busy forecasts that demonstrate activity [...]
Resistance is not just an issue faced by sales people, its an issue faced by all sorts of people in business and real life who are trying to bring new ideas to change resistant places. That includes getting the bosses backing to let you run with something new and it can be down right frustrating [...]
Technology can be both a crippling or liberating investment for any business big or small.
When faced with the possibilities that technology like CRM systems can bring to a business its easy to lose sight of the reason that these investments are actually being made and that’s why you need to go back the beginning and [...]
Sellers are the last person a typical buyer will turn to for advice unless they already know you or you’ve already served them before. If you haven’t then you’ve got a huge mountain to climb to establish yourself as a credible source.
As buyers begin their buying journey they typically start with research, combining their own [...]
Wouldn’t it be nice if you didn’t have to do all the selling and marketing for your business ? That prospects would call you up once in a while, already convinced by what you could do for their business because they’ve seen and heard it already from somebody just like them.
Happy customers are amongst your [...]
If you’re wondering how demand generation for products and services works then you need to start by thinking about what your business is bringing to the market.
You’ve either got a new product or service that nobody knows exists yet or you’ve got a product or service that already exists in the market and you’re offering [...]
Have you ever wondered why customers don’t trust or respect sellers and marketers in the same way they do a plastic surgeon, lawyer or therapist ?
Why is it with your level of education and valuable experience giving you the capability to deal with some very challenging problems, you still don’t receive the same level of [...]
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