Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to…
We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately…
How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
Fact – every business executive is a consumer. Fact – every consumer, certainly here in Australia, is exposed to a barrage of discounting and sales offers from the retail sector….
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…
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…
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…
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,…
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…
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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