First off, let’s get this straight. Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with…
Building A Value Driven Organisation
Long Term Objective The long-term objective of a company should be to ensure the value of all the solutions it provides is accounted for and that none is ‘leaking’ on…
Help Prospects Count The Hidden Costs
When you’re shopping for something (whether for your household needs or your business) you are offered a range of choices. Multiple vendors, each with multiple products or services, provide you…
Leading From Outside Your Glass House
Sales managers are always complaining that their sales people don’t read, don’t study and don’t work on improving themselves as sales professionals. This criticism is 100% valid. Most sales people…
Objection Overcome
Out of all the possible objections you get when selling your product or service, the nebulous, ‘I want to think about it’ is probably one of the hardest ones to…
Taking Ownership
Does your team believe that they can control the events that affect them? When employees assume personal ownership of their company’s results and accept responsibility for their own performance, they…
Multi-Tasking Is Making You Less Productive
Research has shown again and again that the human mind isn’t meant to multi-task. In fact, multi-tasking can have long-term harmful effects on brain function. In most situations, multi-tasking is…
How Long Will That Take?
When it comes to closing complex deals, the decision-making journey from introduction to decision to buy often takes longer than you expect. Unpacking the process with your prospects can produce…
Customer Retention: The People Element
What’s the single biggest reason why you need to have a serious customer care attitude? Simple – the amount of money companies spend on marketing and advertising to acquire just…
How to Make Reference Checks Invaluable
If you talk with most sales leaders and HR executives, they will tell you that they get very little value out of reference checks. Due to the nature of labour…