Blog

Speak to Sell (But not in a salesy way)

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 ...

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How to successfully get referrals

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 ...

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Are You Delivering a Remarkable Customer Experience?

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 ...

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How to find the Decision Maker

Listen to my interview with Richard Higham, a most highly respected consultant in the sales and sales leadership space.

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YOU Must Be The Difference!

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 ...

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Is your CRM system a waste of time and money?

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!

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Are you feeling lost and confused?

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.

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Why discounting in sales and in marketing can have negative results

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...

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Do You Have A Financial Safety Net In Place?

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?

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How Your Pre-pitch Behaviour Can Boost Sales

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 ...

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How to Adapt Your Sales Pitch to Your Client’s Personality

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 ...

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The 4 Keys to Powerful, Engaging Public Speaking

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...

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What Is a Trusted Adviser and Why Should You Strive to Be One?

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 ...

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It’s No Longer Enough to Just Be an Expert in Your Product or Service

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 ...

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Be Brave, Believe and Make Those Contacts!

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 ...

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No Time Is Wasted in Sales If You Look for the Learning Experience

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 ...

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Why Stories Are an Essential Component in Marketing and Selling

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 ...

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10 Top Tips on How to Keep Your Sales Pipeline Full

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 ...

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Content Marketing Boosts Customer Loyalty as Well as Generating Leads

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

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Top Ten Tips for Writing Engaging Quality Web Content

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 ...

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Where to Share Your Quality Content

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 …

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Analyse 2015 to Make 2016 the Best Year Yet!

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 ...

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How to Employ ‘A’ Grade Sales People for Your Business

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 ...

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How to Avoid Groundhog Day

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.

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NEVER Do This When You’re in a Sales Meeting

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 ...

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10 Ways to Avoid Procrastination and Get More Done

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, ...

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Top Ten Tips for Writing Engaging Quality Web Content

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 ...

Read more

Listen to This If You Want More Referrals – from Europes Leading Authority

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 ...

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Content Marketing Boosts Customer Loyalty as Well as Generating Leads

Over the last 2 articles I have discussed how easy it is to focus too heavily on the top 3% of your target market Read more

Playing the Long Game with Email Marketing

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.

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Why You Are Only Selling to Less than 5% of Your Target Market

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.

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8 Factors to Include in Great Preparation

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.

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Quick Cash Strategies – Lead Generation on Your Doorstep

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 any

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7 Essentials to Get Motivated

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?

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Quantify Your Value and Make More Sales

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.

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Setting Call Objectives is Crucial

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.

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How to get your prospects to buy from YOU!

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?

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Would you like Red Hot Leads…….Every Day!

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…..

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Direct Mail is Dead?

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!

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7 Lessons I Learned From My Dad’s Bankruptcy

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.

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Don’t Give Up Too Soon and Follow Up

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 ...

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Are you losing money by sitting on the fence?

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 procrastinate

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3 Easy Ways to Find The Decision Makers Name

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...

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Increase sales revenue TODAY with this top tip!

Increase sales revenue TODAY with this top tip!

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.

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17 Essential Tips for Successful Networking

If you want to get great results from Networking then there are some essential rules that you must follow.

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Presenting your solution – Feature Advantage Benefit

One of my new coaching clients contacted me because they were having great difficulty in closing the sale and wanted help. He was great at making appointments but his conversion rate from appointment to sale was really low. He blamed...

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Why Your Business Won’t Grow!

If you want your business to grow, you must do things differently. I have just returned from a meeting with SME’s who sell to other businesses and I am saddened. Why?

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Are you losing business to the competition?

If you want to win business and beat your competitors - then you need to know your competitors inside out. Your greatest competition is the status quo. In other words, your prospective customers are so busy that...

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The Fortune is in the Follow Up

The most valuable asset in your business is your “Client List” the second most valuable is your “Prospect List” Last year I worked with a Financial Adviser, he was doing OK but wanted to take his business to the next level.

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Always follow up prospective customers.

Various businesses lose tons of money annually in sales by failing to follow up with prospective customers. Capture the addresses and names of prospective customers and put the data into a computer database. On a monthly basis, print out the names and addresses in the database and send out information about new products or services to everyone.

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Getting enquiries but not making a sale?

Do you feel disappointed and despondent? If people are making contact with you, they are obviously interested in your product or service, but at the end of the conversation they say they want to think about it, or they’ll get back to you and don’t.

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Avoid “toxic” influence

It is a beautiful sunny day today as I sit in my office writing to you. I hope it is sunny wherever you are if not, put on some great music or go and see a friend/colleague who always makes you feel happy. That is the subject of today’s topic. It’s just a short one today but an extremely valuable one. So here we go……

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It’s Not About The Money!

He was on the radio this morning talking to Chris Evans and in his unassuming way he talked about his win being all about “the love” for what he does, and wanting to be the best. Not about the money, that was just a consequence of the win.

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How to get more clients!

What is it about your business that makes you stand out from your competition? Are you doing things that are better, different or unusual to help you get more clients? Or are you just the same as all the rest of your competitors?

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Essential Tips for Building Client Trust

It is more important than ever, in today’s fast moving, challenging world, where cynicism is at an all-time high and trust at an all-time low, that you interact with your customers with integrity, transparency and total client focus. It is no longer good enough to try to persuade, convince or push your clients into making buying decisions.

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5 Simple Ways to Overcome Challenges

Over the many years I've worked with business owners and sales people there is this one characteristic that makes the very successful stand out from the rest. It is always there, without exception. So what is it?

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Without doing this……your business could fail!

A few weeks ago I said I would share our holiday experience in Luxor, Egypt and share the lessons we learned to help you grow your business and increase your profits. There we were in Luxor, beautiful hotel, beautiful sunshine, fabulous food but…

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Bust The Corporate Myth!

ome of what I am going to share with you today, goes directly against what I am always banging on about; That is you MUST stay customer focused. Because I am going to spend a little time explaining my background...

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How to Convert Prospects into Clients

Ok, So you have put in the work, and have a prospective client interested in what you have to offer. They have contacted you to find out more. Great selling, without being pushy, is to move the prospect from a position of interest to a position where they WANT to buy from you.

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You Must Have An Ideal Client Profile?

I ask this question of all of my clients when we start working together. The majority of them tell me; they will work for anyone who needs their product or service. So what’s wrong with that, you may ask?

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Keep Going and Don’t Give Up!

Today I wanted to share a passage from Napoleon Hills’s book “Think and Grow Rich” When I work with professional business owners and professional sales people I often come across the essence of this message from Hill’s book. They "quit" too soon and never enjoy the full rewards of their hard work.

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Are You Losing Time and Money?

One of the mistakes that many business owners and sales people make is that they do not begin with the end in mind when carrying out a task or activity. In other words they start tasks without giving thought to the results they want to achieve. The problem with this is;

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It’s ALL in the Follow Up

The most valuable asset in your business is your “Client List” the second most valuable is your “Prospect List” Last year I worked with a Financial Adviser, he was doing OK but wanted to take his business to the next level.

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The secret to your marketing spend.

“Speculate to accumulate” comes to mind when I talk to my clients about acquiring new clients. Of course there are ways to market your business that costs little or no money. ...

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Is the “Price Objection” an issue for you?

I recently had a client write to me asking the following question. "Dylis, I do really well getting an initial meeting with prospective clients but seem to fall at the last hurdle when it comes to price. Do you have any suggestions to help me overcome the price issue"

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How do you deal with change?

Last week I was invited to speak at The Innovation Academy conference in Venice  No hardship, I must say……… I enjoyed every minute of my time over there.

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Are Your Customers Delighted?

Are you going the extra mile when delivering your product or service? Are your customers buying from you again and again? Are they telling other people how great you are?

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What NOT to do when selling!

My husband and I decided that we needed to change our wooden framed windows and doors. So we did our research and decided on a company, who are well known, have a good reputation and have a good quality product. The appointment was made for their salesman to come to our house.

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Have You Ever Lost A Prospect?

 

I was recently looking for a Virtual Assistant. I got a bunch of referrals from friends and sent off emails to the various VA’s. The lady Read more

Secrets Of Achieving Success In Your Business.

According to Napoleon Hill, the key to building a life that is full and rich is to follow the steps laid out in his ground-breaking book, “Think & Grow Rich”. ...

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The Number 1 Secret To Increasing Sales

The Number 1 Secret to Increasing Your Sales

My husband Keith and I have recently had a great holiday in Cape Verde. A very barren island but wonderful people and an ...

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How To Get More Business Tomorrow Or Maybe Today

There are three very easy ways to increase your sales revenue without it costing you any money, no expensive marketing campaigns or advertising. There are people out there who NEED your product you just need to remind them that you are there to solve their problems.

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A Cold Call Opening That Will Get You the Appointment with the Big Companies.

Here’s an effective 30-second opening: “Hello ……… I’m Susan Davis of Fleetcare. I’m calling because we’ve recently helped a number of...

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Share your knowledge and boost your business

As a Sales and Marketing Training and Development Consultant, I work everyday to understand sales and the problems facing UK businesses and their sales people. I am constantly working with Professional Sales People and Professional Business Owners who

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How to Easily Get Customer Testimonials

Using customer testimonials in all of your marketing materials (sales letters, brochures, website, telephone calls, direct mail, e-mails etc.), is one of the most powerful marketing tools available. Testimonials which give specific results are even more powerful

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Would you get married without having a plan?

f you were getting married next year, would you just turn up at the church or venue and have fingers crossed that there would be someone there who could marry you. Would you casually ask anyone you came in contact with...

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Don’t give up too soon

Just in case you haven’t convinced yourself of this fact yet, allow me to share some statistics (National Sales Executive Association) which may scare the life out of you but at the same time show how much opportunity there is to increase your sales. 48% of sales people never follow up with a prospect

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