It is probably the time of year, but there seem to have been a lot of award ceremonies recently. I attended one a week or so ago which has made me think about the title of this post. There were 9 awards being made on the night with 3 short-listed companies sharing a 33% [...]
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I wrote recently about the importance of understanding why your potential customer has to purchase – the Compelling Event – either from you or from somebody else. I finished by reminding how in software, when we are contracted with a customer, we already have a compelling event lined up and have significant power in the [...]
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Does this seem familiar? There are times when you feel you have everything in place for a great sale. Your Prospect has confirmed the value of your solution, is comfortable with the anticipated return on investment predictions and has confirmed how excited they are to be working with you. Why then does the deal never [...]
Filed under: High value selling, negotiation, Qualification | 1 Comment »
Despite the rapid changes all about us, are you providing training for your staff as you have always done? Same old, same old? Do they have the skills they need to perform at the highest level possible? Last week we ran a jargon-busting webinar that looked at how the world of learning has changed, and [...]
Filed under: blended learning, online learning, Training & development | No Comments »
McKinsey released a report last year that identified the most destructive behaviours sales people make (as suggested by the business-to-business buying community). Now, rather than focusing on negatives, I thought I would explain why the results are good news for sales people who take pride in their work. 1. Too much contact. I am guessing [...]
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Use a mix of sales media to create the perfect selling blend. I have been reflecting that it is still the norm for organisations to rely on a single media when selling their products and services. Many are now interacting using different media and platforms (e.g. traditional and web, social) but I don’t feel like [...]
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Happy New Year! I hope 2011 becomes the year you hope it will be. Don’t forget to take control and responsibility for your success. It makes it all the sweeter. ***** I thought I would kick off the year with a summary of the top 5 Selling at a Higher Level posts from 2010: In [...]
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I have been lucky enough to have joined the Christmas celebrations organised by a couple of my clients. I always feel extremely privileged to be asked and it means a lot to me that I am considered to be “one of their team”. I wanted to share my thoughts around a terrific end of year [...]
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I spend time helping my customers find and maximise extra revenue streams. Aside from selling more products, services and solutions, it is possible to find extra revenue by tightening processes and understanding where value is offered but not currently being charged for appropriately. Going through this process often allows a customer to increase their revenues [...]
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[In this guest post, Mary Sargent shares her views on the importance of maintaining a new business outlook]. Is reliance on existing customers becoming a thing of the past? It has become apparent from a number of recent conversations I have had with local businesses, that people are finally realising it is simply not enough [...]
Filed under: Mary Sargent, Miscellaneous, Motivation, planning, Prospecting | No Comments »
