21 Sales Myths Busted
Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.
10 Costly Mistakes In Sales Engagement
No business should rest on its laurels, there is always room for improvement. Real leaders are not afraid to admit they don't know something and that they can always learn something new.
13 Bold Sales Tactics
Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard.
If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.
Discounting Erodes Trust
Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.
The History of Sales Methodology – Part 3 (1990s – 2010’s)
Sales is one of the oldest professions in the world but where did it all start? Part 3 covers the 1990s – 2010's and the selling methodologies during this period included Relationship Selling, Solutions Selling and the Challenger sale..
How to Find Sales Opportunities Within Your Network
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.
Why Do The Hottest Deals Go Cold?
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.
How Customer-Centric Is Your Value Proposition?
Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.
How To Grow Revenue From Existing Customers
Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.
ABM – The Zero Waste Strategy For Revenue Growth
ABM is a long term, coordinated approach to marketing and sales, not a tactic, campaign or a sales method. The statistics on ABM success can’t be ignored but it may not be for every organisation.
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