Are you charging enough?
Do you believe your clients buy on price? So you feel you have to keep your prices low to win the deal? Or that they’ll negotiate you down hard? My [...]
Please… walk a mile in my shoes first!
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 [...]
How to write a “capability” document
What do you send when a prospect says, “Send me something about you”? I’ve been reviewing a number of capability documents recently. Documents which purport to explain to a prospect what it [...]
Host/Beneficiary Relationships…
Imagine sending one email and getting over 2,000 targeted leads back within a day. People who’ve given you their full name, email and mobile number. Leads you can immediately follow [...]
How to shorten your sales cycle & double your conversions
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 [...]
When do you quit following up?
How often do you contact a prospect before giving up? Once, twice, three times? And by not persisting are you missing out on closing deals? Years ago I had a [...]
Generating referrals on steroids
We all intuitively understand the power of referrals. But most people leave them to chance. One of the most powerful ways to target prospects in your market is to find someone who [...]
Are you coming on too strong?
In business there’s ultimately no difference between making sales and starting a personal relationship. My name’s Rashid Kotwal. Let’s say you’re looking for a new relationship. That special other in [...]
How to get an unfair advantage in sales
A fundamental axiom in sales is people buy when they want to. Not when you need to make a sale! And that at unless you’re right in front of them at that [...]
Turn cold prospects into warm ones by….
2020 is upon us. I’m sure you have big plans. Lots of sales growth. But it’s one thing to set a sales target, but quite another to have a strategy to achieve [...]
Why you must align prospecting, marketing & sales to close more business
Are you finding it’s getting harder to get in front of the right prospects? Secure meetings and close deals? And therefore aren’t growing at the rate you’d like? If so, you’re not [...]
Why you should celebrate “no’s”
The late Ziz Ziglar was a consummate salesman who loved hearing the word “NO!”. That may sound ridiculous, so bear with me. Zig knew that when prospecting it took a certain number [...]
How are you keeping score?
Imagine playing a competitive game with no scoring mechanism. No way of determining a winner or loser. It’s an oxymoron and there’d be no point. So why wouldn’t we apply this to [...]
Could “complacency” kill your business?
Every business must re-invent itself periodically. Past success is no guarantee for future growth. In business you’re either growing or dying. There’s no room for complacency. To stay ahead of the S-Curve [...]
A “Vision” without [this] is just a pipe dream!
According to Hebrew proverbs, Where there is no vision, the people perish. And as the Cheshire Cat said to Alice, if you don’t know where you want to get to, any road [...]
What drives you? Money, time, status, happiness?
Money, time, status and happiness. Ultimately we’re all striving for one or more of these in life. And arguably one of the most effective ways of achieving these is through business. Why? [...]
Are you an eagle or a pigeon?
I’m sure you’ve heard the sayings, “Like attracts like”, “Birds of a feather flock together” and “As within, so without”. Your business is a direct reflection of who you are. And that [...]
Vision – Strategy – Plan for 2020?
It’s coming up to the silly season. Lots of merriment and parties before Christmas. Not a lot gets done. Or does it? Back in the 70’s, 80’s and even early 90’s that [...]
The greatest influencer of your success is…
In any field, one of the greatest influencers of your success is your attitude of being of service. Zig Ziglar summed the mindset up beautifully, “You can get everything in life you [...]
Where are you on the S-Curve?
When working with business owners we start by asking them where on the S-curve they are. Are they experiencing instability where there’s feast and famine. Often more work than they can handle, [...]
When you need clients fast!
Ever been in a tight spot with cash flow? Where you need clients fast? Here’s what you need to do. Transcript Ever been in a tight spot with cash flow? [...]
Why the first sale is always to yourself…
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 [...]
Opportunity dances with those…
Are you someone who needs all your ducks lined up before you take action? Everything to be perfect? The i’s dotted and t’s crossed? In business nothing happens unless you take action. [...]
Do you have a realistic handle on your numbers?
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 [...]
A check up from the neck up!
In business, your success is in no small part a direct reflection of your mindset. In my experience, business owners come in two flavours. People who have abundance thinking. Where they’re willing [...]
Abundance or Scarcity mindset? Does it matter?
Do you have an abundance or scarcity mentality? In other words, do you believe there’s enough money to go around or do you believe that you can only get something at the [...]
Do you control your business, or does it control you?
As a business leader, do you control your business, or does it control you? Not sure? Take these scenarios. As the captain, you’ve clearly articulated your vision and have a strategic road [...]
Beware the quiet one!
“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 [...]
Are your people square pegs in round holes?
Growing a business isn’t easy. One of the hardest things to get right is having the right people in the right roles. Which is especially true in sales. I can’t tell you [...]
Do you have sales posture?
You’ve finally got that meeting with who you believe could be a good prospect. You turn up at the appointed time, but they keep you waiting. When you finally sit down, you [...]
Are you over-complicating sales?
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 [...]
A fundamental Start-Up mistake!
AI, block chain and Fin Tech start-ups appear to be sprouting up everywhere. Founded by someone who has what they think is a great idea who then goes ahead to create a [...]
Why you must prospect!
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 [...]
How to pitch for investment…
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 [...]
What are your blind spots?
What do you do when confronted with a new idea or way of doing something? Do you immediately go, “It won’t work” or do you stop and consider it reflectively? In business [...]
Confusing activity with outcome!
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 [...]
How to control your next sales conversation
Have you ever found yourself rambling in a sales meeting? Losing control of the conversation? So you find yourself going down rat holes where your prospect has taken control, setting the agenda. [...]
Flawed thinking…
If I were to ask you who your market was, how specific would you be? Would you say, “potentially everyone”, or could you narrow it right down to specific people experiencing specific [...]
The myth of content marketing
Content marketing. It’s been all the rage for a few years. But has it brought the results you hoped for? Over the years we’ve written hundreds of articles and this is about [...]
Test, tweak & refine – your keys to success
Smart business leaders understand two principles summed up in these two sentiments. “No plan survives first contact with the enemy” and “Feedback is the breakfast of champions”. In business much is made [...]