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Category Archives: Attitudes & Behaviours

HOPE is not a Sales Strategy

Is-hope-a-sales-strategy

Whilst hope isn’t a sales strategy, without the right ingredients failure is certain The protocol for developing a sales strategy is fundamentally different to that used for other business strategies. Even the thinking that drives a sales strategy is somewhat different to that which drives marketing strategies. Here are a few guidelines: The golden rule […]

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If you complain about price being a barrier, wear a bicycle helmet

price barrier wear a helmet

Salespeople who complain about price as a barrier need to wear bicycle helmets. As a salesperson, the next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy – the […]

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Solution versus Product Selling

product-versus-solution-selling

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated […]

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Are customer surveys useless?

are customer surveys useless

There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all of their customer interactions in an attempt to cut costs and yet still give the appearance of caring? In other words, what bad business decision-making […]

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How to reach prospects and keep the door open

So how do we reach  prospects and keep the door open? While everyone is trying to go big – go small and use innovation to capture share of mind. Imagine you are at home opening your mail and you find an unsolicited brochure about some product or other. What do you do? Chances are you […]

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Selling Professional Services

selling professional services

Even the once exclusive professions of accounting, medicine, law and engineering have come to realise that they can no longer survive on referrals and reputation alone; that marketing the firm, whilst it stimulates awareness and interest, is not enough to generate the levels of new business needed to cover the costs of running a professional […]

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How to avoid the discount trap

buy-now-wide

Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or service and, within minutes, learn about your product, your competitors, what customers think of you, and find the lowest prices. So, with this kind of […]

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Why self-discipline and being organised pays

no discipline. no success. period.

Being organised makes good dollars and cents. To be on track with your sales quota you need to be organised, have a plan you stick to, and use a system for effective selling. It’s never too late to start, regardless of where you are on the road towards realising your sales targets. All it really […]

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How to give every salesperson the best start to their sales career

This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As […]

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Are sales teams driven by greed and desperation dying out?

The other week one BDM from my sales team called the sales director of a business that sells advertising in industry magazines to speak to him about his priorities for his telephone sales team. We had been referred to this sales director by the managing director of the same company. After a brief introduction and […]

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