Consulting

B2B Selling Isn’t Black Magic

Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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What Sales People Can Learn From Supply Chains

Sales Strategies and Tactics

Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they’re buying for themselves. But there’s one aspect of buying sales people will not learn on their own – the supply chains professional buyers build. Supply chains are interesting, because they seem to contradict [...]

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Getting a Better Deal for Consulting Services

Sales Manager

Selling consulting services at the best prices can be especially difficult when the economy is struggling the way ours is today. All business owners and managers are more concerned with reducing their costs than they are with improving performance. In these circumstances buying in consulting services is a question of saving money, and buyers trying [...]

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Where Did the Great Sales Guys Go

Sales Coach

Great sales people used to be everywhere. Others would describe them as natural born salesmen. They meant those professionals could talk to anybody, about anything, make friends with everybody and persuade Eskimos to buy freezers. You must remember some great sales guys and the ways everybody else wanted to be like them. I do. But [...]

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The Worst Mistake Consultants Make

Sales Manager

Of all the mistakes consultants make, the worst is knowing the answer before they ask the question. That might be good sales practice in product or services businesses but it’s an absolute disaster when selling consulting. Clients want to hire consultants to help define their issues, not sell them canned solutions. It’s obvious really. For [...]

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Secrets to Selling Consulting

Sales Manager

Selling consulting is different to selling product and nobody teaches how to do it. In fact very few know how to do it. Consulting is mostly sold by consultants, and they don’t train sales guys. Why does this matter? Who cares? Sales is sales, right? Or that’s what the motivational guys would have us believe. [...]

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Planning and Task Management for Getting Things Done

Front Office Box

Our Planning and Task Management software could be just what you need if you find people forgetting to do things, or struggle to keep everybody in the loop with email and shared calendars, If those project management systems are more complicated and expensive than you need for your planning and task management, but you still [...]

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Where’s The Money

Sales Manager

Customers paying for the sale is the ultimate objective of what we do. The sale isn’t truly closed until the customer pays the bill, and in my book also buys the lunch. So knowing how the customer intends to pay is critical for qualifying the sale. But asking how the customer will be paying for [...]

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The Worst Kind of Sales Coaching

Sales Coach

Sales Coaching like this can be dangerous when it influences people looking for straight advice about how professional sales skills. There’s more garbage talked about sales skills than there is about sex, or making money with your blog, or social media marketing. It’s all crap and winds me up because there are some unfortunates out [...]

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