As an industry we call ourselves professionals, but that professionalism doesn’t seem to extend to analysing properly why we win or lose a potential deal and then actually doing something about it.read more
Scott Ingram has always been frustrated that there was no sales content coming directly from top performers. So about a year and a half ago he launched the Sales Success Stories Podcast where he ONLY interviews top individual contributors who are either #1 or at least in the top 1%. Today he shares those top tips and strategies.read more
Mark Ponsford says “The #1 absolutely essential thing without any doubt at all is don't fanny around with the small stuff. Really get on, don't worry about your logo because you're going to do that logo again six months you're not even going to look at it...read more
The phrase “The Buyer’s Journey” actually leads to the impression that we stop this journey when a deal has been closed so Tamara Schenk prefers to call it a customer’s journey or the customer’s path because it extends beyond the sale.read more
Michael Sinnhuber is the king of Presentations. He helps people to stand out in a world of boring presentations. He’s helped people to win the game of presentations and sales and in turn has helped entrepreneurs and B2B businesses over the last years to win six, seven, and eight figure deals simply by designing and creating these unboring presentations and communications.read more
Does fear stop you from selling to the “C” Suite executives? It’s time to reframe your thinking and start reaching high to shorten your sales cycle and increase your success rate.read more
Do you find conflict, misunderstanding, lack of efficiency and production because your colleagues don’t understand each other. Adair Good will explain why and what to do about it.read more
The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to consistently prospect.read more
Roger Edwards is a marketing expert who keeps the jargon, complexity and confusion out of marketing communications. He helps his clients create SIMPLE, STRAIGHTFORWARD messages that get read, understood and acted upon.read more
If you want to be successful on Twitter, you need to start from knowing what you are about and you need to know who your customers are. They can't be anybody from a 6-month-old to 92 year old, as I've heard people say. It’s being very clear about who is...read more
A lot of the people are either ill-informed or irritated by selling because it's the negative stereotype of the devious, dubious and the desparate that gets in the way of them truly embracing and taking on this concept.When you harness all the skills and capabilities...read more
You think you could never use video as part of your marketing strategy, then think again. As Sue Ferreira said, “It’s mandatory”! Sue is 71 and after 40 years as an anaesthetist she is now teaching people how to become visible using video. She has over...read more
I'm going to introduce you to Adrianne Carter who is instrumental in developing cutting edge research methodology to gain insights into emotion and behaviour in the last twelve years.She uses techniques to go beyond what people say or can’t verbalise to...read more
Most business owners don't prepare sufficiently for the sale of their business. To get a premium price for a business you actually need to start sometimes two to three years in advance, preparing your business, ironing out the wrinkles, making it saleable...read more
Leadership is about encouraging and developing people to strive to go beyond what their normal expectations would be. Leaders needs to know their place in their team and think “we” and not “me”.read more
Gavin Bell is 24 years old and is a sought-after speaker, keynoting around the world. He has had articles published in Huffington Post, Virgin.com, Entrepreneur.com. He tells us how he uses Linkedin, Facebook and Content (blogs/vlogs/video) and some other...read more
Look at how you buy things today and then look at your business, your sales and marketing team and ask yourself; “Are we communicating in a way that helps consumers to make buying decisions, to take action to make improvements in their businesses?”read more
Many business owners think they just need to make more sales to grow their business but this is a myth……It is one way, but knowing the critical numbers in your business and taking action to make improvements, profits can increase without more sales or more...read more
Why you should consider affiliate marketing, often known as partnership marketing, is because you’re only paying commission once you know that customer has paid and become a registered customer of yours.read more
The fact is, your prospects aren’t judging you on the quality of your web site, or the content of your white papers and case studies, or your social media strategy, or your content marketing. The terrifying truth is: “Your prospects aren’t thinking about you at all!”...read more
Too many sales people or entrepreneurs avoid wanting to be seen or addressed as a sales person. Selling is giving and I hear a lot of people writing on their profile…describing their role, and the word sales or sell isn't there. Its account manager, account executive...read more
What it takes to succeed today in selling is blending old school and new school together. You know there’s this amazing paradox in selling at the moment in that it is never been easier to sell on one hand and yet there’s never been a higher failure rate for sellers in B2B selling in the history of the world.read more
Technology is going to transform our lives and businesses within 18 months……Yes, 18 months and we must be ready and prepared to change and adapt. Listen to this weeks interview with Christina Kerley, known as CK and find out how you can prepare for the future...read more
Are you an expert in your field and yet you feel like you are the best kept secret. You are constantly chasing clients and yet you see others who seem to attract clients like “Bees to a honeypot” Listen to this interview and find out how you can become "Known" in your...read more
Hi If you want to go from mainstream sales to more complex sales then listen to the interview with George Bronten. He is going to share his story with us as to how he went from mainstream to selling more of the complex B2B sales. He’s going to share the...read more
Are you carrying out tasks on a manual basis, over and over again!! This was me before I met Rosie. Not any more!! I am now streamlined and automated with everything and have more time to spend time on making a bigger impact and growing my business. More time to spend...read more
Public speaking has often been referred to as being more scary than death. Yet speaking is one of the most powerful ways to get your message out to many and attract more of your ideal prospective clients. Listen to my interview with Davide Di Giorgio and find out "the...read more
Would you like to get introductions to the type of clients you love working with, avoiding gatekeepers and the lack of response to your emails and voicemails. Getting a positive response from these potential clients, inviting you to meet. Yes! Then listen to my...read more
The big thing around customer experience is that what we human beings fail to recognise is that we are emotional beings, that 84% of our buying decision is based on emotion and it's about how we feel about the service that we have received. Listen to Marie talk about...read more
Listen to my interview with Richard Higham, a most highly respected consultant in the sales and sales leadership space. Richard is an engaging speaker, trainer, and coach. With 20 years of experience in the development over 10,000 individuals from more than 100...read more
Most people come into selling with the vague idea that if they know their product and have a bit of the old patter, they are likely to get drowned by the amount of sales they make. If only that were the case. Unfortunately, this is only two of the many essential...read more
Listen to my interview with Australia’s leading CRM expert Gill Walker. She will open your eyes to the huge opportunities your CRM system will give you to develop more business. Which all of your Sales People will love!read more
Failure comes in many different guises in business, but there is one factor I see again and again. So many marketing and selling campaigns fail simply because even astute managers and leaders struggle to understand the difference between tactics and strategy. So, welcome to strategy central. This article is meant to help you stop falling into the same trap.read more
There is no doubt that discounting is a powerful and effective tool for drawing in the crowds and increasing sales. No-one can argue with the fact that when it is done well, strategically and methodically, it enhances a brand message, leads to a higher return on investment in the long term and enhances customer relationships. But…read more
Are you really busy finding new clients, completing paperwork, making sure your business is running like clockwork?
Are you so busy that you’ve not had time to make sure that you and your business are financially secure? In other words, if you were unable to work and your income stopped for whatever reason, would your business be able to continue?read more
It was 3 o’clock on a cold wintery Friday afternoon and I was just about to see a new client for the first time. Great. Tired and longing for a big fat armchair and a cup of tea, there couldn’t really have been a worse time for me to deliver a magnificent sales pitch....read more
Great salespeople have a unique voice, approach and style which reflects their personality - some people just seem to exude charisma. As with any perfect sales pitch, they are selling themselves as much as the individual product. But it would be wrong to think these...read more
The thought of public speaking for most people may seem a little awe-inspiring at first. But it is a skill which can be learned even by the most introverted wallflower. Every individual has an expertise or a story to tell and if you can quell the stress demons, gain the audiences’ trust, genuinely engage and explain succinctly how you can uniquely enable that sea of prospective clients to…read more
When you book a hair appointment, do you call up the salon and tell them you’re happy for anyone who’s available to do it, or do you have a particular hairdresser who you always try and see? It’s usually the latter, right? Even though there are several other qualified...read more
Businesses are started by people with ideas. Concepts that they have something to offer and that their product/service will improve the lives of the people who will buy it. And there was once a time when products and services would do all the talking and literally...read more
There are two fundamental keys to successful selling. The first is having a great resource of contacts which you know are either current or past clients, or individuals who are within your target market. This knowledge alone boosts motivation as you know that they...read more
You don’t have to be sitting in front of a blackboard, attending a boring sales lecture and sweating over tough examinations to learn something. The fact is, as soon as life hits us after the alarm clock sounds - we are learning. However, so many people trudge through...read more
Have you ever wondered why some people just have that gift for engaging their clients more than others? Why do we hang on every word of the charismatic and the gregarious? Often these people are super confident and have a unique charm that is very difficult to bottle,...read more
We have all been there. That off-the-cuff prospect you just happened to call for no particular reason has turned into a really big possibility of a mega-sale. You can clearly see the pound signs and you only have a one-track mind as you put all your energies, time,...read more
Over the last 2 articles I have discussed how easy it is to focus too heavily on the top 3% of your target market Why You Are Only Selling to Less than 5% of Your Target Market (those ready to buy) and suggested ways in which you can increase that spotlight to include that huge majority (97%!) who never seem to get approached by your sales or marketing team.
In my last article Playing the Long Game with Email Marketing I recommended ways in which you can boost sales immediately with the top 30% of clients who trust your brand but are not actively looking to buy or considering purchase.read more
Not all of us consider ourselves the next budding Shakespeare. Not many of us actually enjoy writing. In fact, very few of us actually sit down to write with any confidence that we have the skills to create something that others will not only find interesting but will...read more
There is no doubt that if you can create quality content you want to get it out there and eyeballed by as many people as possible – even better if the owners of those eyeballs are likely to be your target market. Not only can you increase visits to your website and hence increase conversions, but you can enhance loyalty …read more
The New Year and business plans for 2016 are just around the corner and, if you haven’t already, it is time to refine those goals. The best place to start the process is by looking back over the past year in order to enhance business productivity even more this time...read more
Every sales team leader wants ‘A’ grade players. An ‘A’ player is an individual who you trust implicitly in their capabilities and in their attitude to the business as a whole. They are trusted by the team and give you time by taking on that extra responsibility. As...read more
Most people have seen the film Groundhog Day.
As the audience, we are in the lucky position where we are able to watch chuckle and guffaw as poor Bill Murray quietly goes mad as he becomes stuck in the bizarre situation where every day is the same as the day before.read more
Ok, we are not talking here about the downright obvious. Clearly, threatening your client with an axe, laughing at his dress sense, yawning, falling asleep or eating enormous slices of oily pizzas are definite no-no’s. They need no explanation - it is the subtler...read more
We all do it. In order to put off that piece of work we can spend our day overdosing on coffee, posting nonsense on twitter, checking and re-checking our emails, chatting with the postman, walking busily with a piece of paper and eventually probably making more...read more
What’s Your Networking and Referral Strategy? Here’s what Andy Lopata, Europe’s leading business networking strategist, has to say about this subject, when I interviewed him recently; "Whether for new business generation, individual career development or simply...read more
Over the last 2 articles I have discussed how easy it is to focus too heavily on the top 3% of your target market Why You Are Only Selling to Less than 5% of Your Target Market (those ready to buy) and suggested ways in which you can increase that spotlight to include...read more
In this article we are going to look at investing in the long game so you can sell easily to the main body of your followers or prospective clients.
The clients you will be approaching will be those willing to buy, those who are open to purchase but not actively looking, and those who trust your brand but are not currently considering purchase.read more
Most sellers focus on those prospects who are ready to “Buy Now”, you know the ones, those red hot leads that come via your website or email. Some prospective clients will even make a phone call to your office. They tell you what they are looking for and want to know the price.read more
Sales can sometimes seem like a never ending factory line. You have a set template in your mind of how you will approach your target, you have years of experience in selling your company’s product, and you know that probability states that you will eventually hit that individual who wants to buy.read more
When you need new sales fast – you need cutting edge lead generation and in these heady days of the internet there is such a mountain of ways of getting that next great opening, that it is just a tad awe-inspiring for those of us who are a little technophobic. With all this clever, cool and often frighteningly complex technology, campaigns can seem often long winded, highly unpredictable and anything but fast.read more
Lack of motivation or despondency is like a virus. It’s catching. It only needs one bad apple in a group with poor motivation and a bad attitude to suck the life out of a project, nullify the enthusiasm of the others in the group and bring the project to a faltering full-stop.
So can you nurture it? Is it something you can have control over?read more
Quantify your value and make more sales. What do I mean by this?
As I’ve mentioned many times before, your prospective clients are not interested in your product or service. They are only interested in what your product or service will do for them.read more
Do You have a clear customer focused objective when you contact your prospective clients?
I recently worked with a group of seasoned sales people, helping them to improve their Call Planning skills to help them sell against the competition.read more
You have a “Hot Prospect” who makes an enquiry but is also interested in talking to your competitors.
They NEED your service but what is going to make them choose you?read more
Google Adwords is one of the best ways, depending on your type of business, to get a great return on investment and give you “Red Hot” leads…..read more
Many business owners and sales people think direct mail is dead.
I was talking to a business owner recently about his marketing strategy (which I might add was practically non-existent). We were discussing the benefits of using direct mail in a targeted, multiple marketing strategy.
He looked at me as if I had come from Mars!read more
A defining moment in my life was at the age of 16 when my dad went bankrupt. He owned his own business and was really passionate and knowledgeable about his product. But what he wasn’t so passionate and knowledgeable about was Sales and Marketing. He didn’t know how to attract prospective customers or how to convert them into high paying customers.read more
Many businesses selling to other businesses will send out one piece of marketing material, they might send an email or a piece of direct mail or maybe make a telephone call or put some posts on social media or place an advert. They get no response and then they give...read more
Are you sitting on the fence and just can’t make your mind up whether to invest in your own business development?
Maybe you want to but you’re not sure if I am the right person to help you grow your business.
Many people sit on the fence and procrastinateread more
Do you find it a constant struggle to get to speak to the decision maker?
3 Ways to find the decision makerI ran a survey recently and this is the #1 problem people are facing. They are tired of being rejected when trying to get information from gatekeepers.
And of course, because of confidentiality and personal security gatekeepers the personal assistants are told NOT to give out…read more
Here’s the scenario;
You have put lots of effort into getting an appointment with a prospective client that would be an ideal client for you.
The appointment went really well, so well they asked you to have a conference call with their team. You took the conference call and everyone was really enthusiastic and you were 100% confident that you would get their business.read more
If you want to get great results from Networking then there are some essential rules that you must follow.read more