Process & Method

Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.

So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.

There are a multitude of ways to retain and grow existing customers and the same goes for securing new customers. Before you charge off into a frenzy of activity, it’s important to consider which of those is most likely to work best for you, your target market and the solution you sell.

Every sales person must personally 'own' and masterfully execute these 3 things if they are to succeed in high-value, or any form of business-to-business, selling - The Right Narrative, The Right Combinations and The Right Mindset.

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.

Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.

Despite customers indicating they’re happy to help, the majority of salespeople are not turning that willingness into actual referrals. And customers aren’t the only people in our lives that would help us, if we were better at asking for help and staying top of mind.

Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.

Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.

Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.