Sales

All sales involve taking buyers on a journey from where they are now to where they want to get to. When working with business owners we drum into them that no one [...]

Want to significantly shorten your sales cycle and double your conversion rate?  Position yourself as the credible authority in your field. Think about how you go about researching a product or service [...]

I’m constantly surprised at how many professionals hate the thought of “selling”.  Often they have images of slimy snake oil salesmen spruiking miracle potions. But sales is nothing like that.  In our [...]

In our experience very few SME business owners have a realistic handle on what it takes to grow revenue. Often arbitrary numbers are bandied about.  “I want 20% or 30% growth”.  But [...]

“Beware the quiet one in the corner.  They are the ones likely to wield the power and sign the cheque”  Words drilled into my at the beginning of my career almost 4 [...]

People over-complicate sales.  Ultimately sales is about finding people who have problems you can solve, then putting your value proposition to them. Ergo, you must be very clear on two things.  The [...]

The internet has completely changed the sales paradigm. We’ve been seduced into thinking marketing will produce all the leads we need.  So we won’t actually have to go fish for prospects. Never [...]

If you had to pitch your product or service to a potential investor how would you go about it? I was recently asked to coach a bunch of start-ups in the art [...]

Let’s talk about the sales elephant in the room.  Prospecting. We’d all love leads to magically appear ready to do business.  The reality is they won’t.  It’s your job to actively go [...]

Who you gonna call?  Ghostbusters isn’t the answer! In an increasingly digital world there’s an awful temptation to hide behind email, messaging and social media when it comes to selling. And while [...]

I constantly remind our clients that corporations don’t buy.  People do.  And people buy when they feel a level of trust and feel you understand them, their values and what they’re trying [...]

How much would you give away to get a client?  What steps would you take to enable a prospect to convince themselves you’re a good fit and could solve their issues? Would [...]

Would you challenge your client’s thinking?  Put contrary opinions or question assumptions? All too often there’s a tendency to go along and not rock the boat.  But is this the best approach?  [...]

Ever been in a meeting where the salesperson whipped out their laptop and insisted in going through a long presentation? Slide after slide of boring detail of how their solution worked.  While [...]

Sell high end, complex products or services to senior decision makers? Decision makers want to feel you truly understand them and the outcomes they want.  Both on a personal and business level. [...]