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…
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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…
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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…
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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…
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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,…
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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…
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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…
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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…
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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…
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Here we are again, talking about unethical and corrupt sales practices in the Financial Services Industry. The Youi fiasco, first reported by Fairfax on 28 August 2016 ‘Does Youi owe…
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