Process & Method

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.

Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.

Increasing your average deal size is one meaningful way to increase your revenue, and it prevents you from needing to triple or quadruple the number of deals you need to reach your goals.

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.

The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.

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.

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.

A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.

Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions.

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.