Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are…
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What is a Point Solution? A point solution solves one particular problem without regard to related issues. Point solutions are usually called for when there is a need to fix…
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Sales can be made in several ways: face-to-face, over the phone, web-based, direct mail or via e-mail. With the plethora of internet businesses now transacting sales online you’d be forgiven…
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You’ve no doubt heard again and again that your customers are valuable to your business. But do you know just how valuable they are? Can you define how profitable each…
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Until now, there has been no officially recognised benchmark for Selling at tertiary level nor salespeople who can claim a university qualification as their own. On the other hand Accounting,…
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‘Selling is a numbers game’ has been said more times than any of us care to remember. And yes, numbers are critical to sales, however some organisations place far too…
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This article first appeared on June 12, 2013 on BRW (now closed magazine as of 2016) Professional services providers face a challenge that many within the sector are struggling to…
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As with many things these days, words or expressions get bandied about with little regard for what they really mean. For instance, when we ask people how they define ‘Prospecting’,…
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It is well known that questions deliver answers. The real question in sales is ‘What questions deliver sales results?’ Asking questions and listening are at the heart of any effective…
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When it comes to sales productivity and sales performance many companies are shortchanging themselves and, unfairly blaming their salespeople for poor sales performance results. How can that be? Well too…
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