Sales Technique Insights

Websites, presentations, proposals, brochures – content is everywhere. There are countless guides to writing persuasive copy, and they all agree that one of the key qualities of good writing is…

Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principle. These ‘close dates’ are your sales quarters,…

Recently Harley Davidson, posted better than expected profits in the US for the latest quarter, with revenue up 3,8% versus year ago. Over the past two years the company has…

We like selling when it’s collaborative, when we get to help our clients through their process. We don’t like it so much when we have to deal with the inherent…

You want your buyers to act with urgency. You need them to want your solution as badly as you want to help them with it. But for some reason, they…

Cold calling is tough, I get it. Even if your marketing department is generating so-called ‘warm leads,’ the resistance of people who receive an unsolicited call can be fierce. You…

It's commonplace in many industries to conduct business reviews with clients on a quarterly basis – thus, the acronym for Quarterly Business Review: QBR. Here's how these are commonly done.…

Are your weekly sales meetings building your team, your credibility, and your company’s sales or destroying morale and motivation, and undermining your authority? Unfortunately, most sales meetings do far more…

There are all kinds of ways to distribute leads that come into the sales organisation. One of the most popular is to distribute leads using a round robin system, giving…

I hope you are generating referrals from your clients. If you’re not you should be, as referrals are one of the most effective ways of growing your business. But know that…