Sales

What Do You Call A Salesman You Can Trust

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

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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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Automated Sales Management Could Be a Reality Soon

Sales Forecast

Will we see systems for automating sales management soon? With today’s competitive markets, and corporate demands for more performance at lower costs, there has to be a compelling business case. Smart software already makes operations more efficient, and cost effective in other applications. Many services which used to be personal and labour intensive are now [...]

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4 Sales Styles for B Players

Sales Coach

Most sales people adopt a style which fits with their personality, influenced by their organisations and management, of course. We figure there are four basic categories of sales style. Which of these best describes yours. Believers The Believers are guys who talk to themselves in the mirror every morning, reinforcing their confidence to withstand the [...]

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10 Challenges for Your Sales Strategy

Sales Strategies and Tactics

Do you have a sales strategy checklist – a number of questions, or challenges, your strategy needs to address? Writing a strategy for selling, whether for a market, a team, or even an individual deal, can be tricky. There’s a danger of building incorrect assumptions into the thinking. Testing every assumption avoids that danger, or [...]

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Selling More for Less

Sales Coach

You can sell more deals for less effort with the right strategy for handling price objections, focusing on scope (or value) and letting price take care of itself. Rather than push up the price by including stuff for free, agree whatever the customer wants to pay, and negotiate down the product or service you’ll provide [...]

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4 Rules for CRM Without Tears

CRM

What’s the right strategy for making CRM and Sales Pipeline Management work for your small business? If that’s a question challenging you take heart. You are not alone. Implementing enterprise software is always difficult and most people find CRM and Sales Pipeline Management the most challenging. That’s why there are so many horror stories about [...]

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Getting CRM Right 1st Time

CRM

You can avoid the CRM mistake everybody makes and here I’ll explain how you can do it. Ok, maybe the “everybody” is an exaggeration . Obviously I don’t know everybody who’s tried to implement CRM, so let me clarify by saying this is the mistake made by everybody I do know has tried – and [...]

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