it’s 3 or 4
In today’s edition, we explore why you need more deals in your pipeline than you think to achieve your revenue goals—and what the implications are if you don’t have this in place. Let’s get to it. We always need more than we think. Especially in sales. I was asked a question some time ago about […]
You can’t scale without it
I spend much of my time talking to CEOs and business owners and helping them build plans for growth. Growth is normally a pretty simple equation. More customers and/or larger customers + increased prices – lower costs of customer acquisition and delivery = profitable growth Profitable growth = smiley-faced CEOs and leaders 🙂 Whilst it […]
Do the “Which means” task five times
In today’s edition, we explore why this simple technique is a way to really find out what it is that you do with the service you sell and why, when you get it right, incredible things can start to happen with your messaging and sales engagement. Let’s get to it. Stop for a minute this […]
The 3 E’s
In today’s edition, we explore one of the simplest but sadly most unused elements of sales, which, when done well, will make you into a sales superstar. It’s the point I talk about more than any other when I speak about sales, and it’s the most critical part of the sales process. Questions, and the […]
The most important word in sales
In today’s edition, we explore why one of the biggest discussion points in sales campaigns: why so many are reluctant to narrow their focus, and why having a clear focus and specific target audience is key to winning new business. I had to learn the hard lesson. And even after that, I still got it […]
How NOT to sell with demos
In today’s edition, we explore why so many people get demonstrations of software, systems and new services badly wrong and how to fix that and get your potential buyers on side. Let’s get to it. I learned the hard way. It was brutal and also embarrassing, but it was the best way to learn. I […]
Get Inside your buyers Mind
In today’s edition, we explore why the biggest competitor you face in sales deals is not the bigger company that can offer lower prices, or the smaller firm that offers cheaper more personable services. It’s the greatest obstacle towards getting deals closed which is the process of change. Let’s get to it. My good friend Alexander Seery […]
A farmers Tale
In today’s edition, we explore a simple sales story about Persistence and Trust. A good example of why prospects can in time be turned through simple methods and consistent engagement. Let’s get to it. Hello Reader, Sales is hard, but is often very easy. Some simple principles work if you do them consistently enough. Let […]
Where’s the Problem?
In today’s edition, we explore why you HAVE to get clever about measuring the different stages of the sales journey that your prospects go on and where in the pipeline you have the sales problem. Let’s get to it. Hello Reader, We lost a customer a few weeks ago, and it annoyed me. I have […]
Make them smile and…
In today’s edition, we explore why humour is so important to opening doors and building relationships in sales. It has to be used at the right time, but when you do, then wow… Let’s get to it Hello Reader, I remember the day well. I had been on the phone trying to generate new leads […]