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3 Critical Requirements to Sell at the Top

I have read a number of business books over the years as a B2B sales executive. A small few were inspiring… some read like I was doing everything wrong…

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Why It’s Important to Follow Up with Customers About Payment

This is a pretty simple statement. Why would you wait to collect from a customer? Well some businesses bill out after the work has been done, what’s been sold etc. so they have to wait for the customer to send in the money back to them.

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Traditional Sales Training and Professional Selling

A question that surfaces in the sales training community every so often is whether or not traditional sales training has been rendered ineffective by changes in technology, economy, etc.

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How To Shorten The Sales Cycle

A discussion was recently started at SalesPractice.com titled, “How to shorten the sales cycle”. The original question asked what you could do that is in your control to shorten the Sales Cycle (Length of time from Initial Contact to Close).

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Outside of the Box Advertising for Small Businesses

Advertising budgets for small businesses is limited. We don’t have the large corporate budgets where they can just throw money left and right and pick a few different approaches.

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Ten Secrets of Successful Business to Business Selling

Successfully marketing and selling to business requires a specialised set of skills and strategies.

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Pre-Qualifying Your Customers

Most service oriented businesses still offer free quotes for their customers. If you are one of these you might want to consider asking some pertinent questions prior to wasting your time and the customer’s time.

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Are Your Sales Staff Killing Your Business?

After speaking with 5 business owners today, all within the SMB market, it now seems apparent to me that a new pattern is starting to develop within the current recession of business owners increasingly …

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The love has gone

A work colleague sent me a link to the video below which spells out in a funny way the demise of advertising as we know it.

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People Aren’t Buying What You’re Selling

Okay, you make a great product or provide a very unique service. You’re in love with it and so are your customers. It’s a wonderful product/service. I get it. Now get over it. Because your customers aren’t buying it. They’re buying things you aren’t even selling.

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Choosing a Psych Test – Four things you must do

If you ever want to polarise opinion in a meeting of sales managers, just start talking about psychometric testing.

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