Create Urgency Without Discounting
In today’s edition, we’re talking about urgency… and more importantly, how to create it without immediately reaching for a discount when things get uncomfortable. People love a deal. That’s never going to change. If a buyer thinks there’s even a small chance they can get what you’re offering for less, they’ll usually take that opportunity. […]
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 […]
Why introverts can be the best at sales
It might sound counterintuitive, but talking less and listening more is a game changer.
Make December Count
If your pipeline isn’t where it needs to be right now, you’re leaving money – and momentum – on the table. December isn’t the time to wind down; it’s the time to gear up.
How to book your first meeting… with any prospect!
It’s easy to assume a lack of interest means your product or service isn’t good enough, or that they don’t like you. But that’s rarely the case.