A large part of your job, as an entrepreneur, is doing a sound budget for the following year. Everybody has such a business process; it may...
Get clear on the problems you help solve and the people you solve them for. Tom Peters author of In Search of Excellent said “if your...
Know your product: This sounds like the most obvious thing in the world, but you’d be surprised how many sales people don’t really know what it...
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...
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,...
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...
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...
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...
Successfully marketing and selling to business requires a specialised set of skills and strategies.
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...
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...
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.
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....
If you ever want to polarise opinion in a meeting of sales managers, just start talking about psychometric testing.
