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 [...]
When you decide to create an eCommerce website you usually have at least two options: either build it on your own, or order from someone else. Both solutions make sense under certain circumstances. I suggest we take a closer look at the pros and cons of these two courses of action. Say, you have some [...]
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 [...]
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 [...]
NO WAY IN HELL!…..unless things start to change….in a big way.
Take for example your average office with its sales and marketing teams. How are people like this every going to learn to get along when they’re at each other instead of with each other.
Marketing and sales are there to achieve the same end goal and [...]
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 [...]
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 [...]
In sales and marketing we are always being told to start with a strong sales pitch or promotion and unsurprisingly it undermines your credibility and ensures you’re ignored.
Today more than ever, we need to start doing things differently and that first contact should start with a conversation that opens up a channel of trust between [...]
Most of us who are in sales want to be good at what we do, because sales, just like business is a process of constant improvement if you really want to go somewhere or become one of the top sales people.
With all the training and conventional wisdom that gets pushed upon sales people you’d be [...]
I’m a big believer in systematising and building integrated sales and marketing which is fundamentally what was behind the reason why I wrote the guide “14 Secrets Of Sales And Marketing Integration That Maximise Business Development” and is at its very core.
A business becomes truly growth ready, invest-able, valuable, and scalable once its underpinned by [...]
We live in a buyer’s market, where access to information and powerful research tools has put customers and prospects at an advantage over businesses using ineffective and outdated sales and marketing strategies.
Buyers are changing the rules and you’re now operating on new terms of business and only those people and businesses that evolve will survive.
The [...]
By now you should have leads coming in or understand how you can increase them and your confident that you can convert a high level of quality leads into profitable business, but you still want to sell more.
If not then maybe you’re in the wrong business or your customers and prospects just don’t value you [...]
Companies only make large financial investments when there is good reason to do so, which is why selling strategically can help you build a picture of whether there is good reason and your likely chances of success.
That good reason is usually a confluence of factors that converge to prioritise the way a company spends its [...]
One of the best and seemingly most elusive ways of improving your business and developing growth is to increase the number of incoming leads.
Assuming you know your numbers, in terms of what your cost of acquiring a leads is and how many leads you need to generate a sale and whether that is profitable for [...]
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