Process & Method

Your first conversation is a make-or-break situation. If you do well, you’re given an opportunity to advance the buying process. Here are 5 critical steps to master sales meetings.

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.

After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.

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.

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

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

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.

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.

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 2 covers the 1950s -1980s.

Once you have your general mindset under control, it’s time to look at how you prepare your week. Be organised, be clear on your structure, focus areas and priorities.