Marketing

4 Sales Tools to Increase Productivity

Sales Forecast

Four simple Sales Tools can make the difference between the average sales performer and the Ninja superstar. They have nothing to do with clever tricks or motivating philosophies. They have everything to do with being organised, focused and productive. Anybody responsible for sales, from the raw recruit to the Managing Consultant, will produce more revenue [...]

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CEO Guide to Sales Management – Introduction

Sales Manager

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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Seth’s Blog: 16 questions for free agents

Uncategorized

What’s in your value proposition? Can you explain in clear terms what you’ll do (and what you won’t do) and how it benefits you? Can you explain in terms your customer will understand why people choose you over the competition and how they’re better off, because they did? Here’s a list of questions entrepreneurs or [...]

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Talk About Money Early and Price Late

Sales Coach

Image via Wikipedia Price, Cost and Money Price is usually the first question asked by the prospect, and needs to be the last answered by the sales rep. The sales guy should sell on cost and close on price. If that doesn’t sound like a customer friendly strategy I’ll understand. Refusing to answer customer questions [...]

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Selling B2B in the People Dimension

Sales Coach

Selling B2B is never simple – there are too many influences on the decision. But the sales guy who focuses on selling to the people rather than the business in B2B can maximise the opportunity of winning, and minimise the threat of being out played by the competition. Businesses may buy what we offer, but [...]

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Consultants CRM for Smart Professionals

Front Office Box

Consultants need smart, intelligent CRM software to match the way they work. Creating value for clients depends upon insight to understand problems, imagination to design solutions, and flexibility to implement them – no two jobs are the same. Creating value for themselves on the other hand depends upon organisation of resources and efficient operations. CRM [...]

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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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Planning for Success Starting a Business

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Challenges involved in starting a business are many, varied and hard to grasp. Like a bar of wet soap, any startup challenge will slide away as soon as we think it’s under control. Entrepreneurs thinking of starting a business need courage, tenacity and a good slice of luck if the idea is to show even [...]

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Reluctant Rainmaker’s Guide to Success in Sales

Sales Coach

Success in sales is more about integrity than tricks, more about efficiency than popularity and more about process than black magic. These are lessons every sales professional learns on the job – not training classes or books. Here’s an introduction to 10 basic principles any newcomer to sales can understand in a few minutes. They’ll [...]

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