It’s no longer enough to meet your client’s expectations. The fast track to spectacular growth is found in delighting your customer at every possible opportunity.Read More
I’m not a fan of the traditional pitch process and new research shows that it’s not working for the client either.
Will you be brave enough to help change it?Read More
Conversation skills are NOT innate. Turns out we need to be taught how to have a conversation, and we need to practice too. Follow these 4 steps to have successful, and meaningful, conversations at any age.Read More
How do you define business success?
Could human KPIs be the new thing?Read More
Humans are designed to connect with other humans. That’s building rapport. But HOW do you do it?Read More
What IS the secret to an easier life? Being a better spouse/parent/employee/friend?
It’s being a salesperson.Read More
These are the 5 habits that create sales success. And when your non-salespeople practice them? Increased profits, repeat business and referrals. Who doesn’t want that?Read More
Asking the right questions is even more important in a business to business sales conversation where ticket prices are higher, sales cycles are longer and more people are involved in the buying process.
These are the best questions for B2B sales conversations.Read More
There are a lot of great questions that can be asked in any sales conversation, but which are the best ones to ask in a B2C situation? Here’s what to ask, and what NOT to ask!Read More
People buy from people they know, like and trust. Yes, it truly is about building relationships and connecting as human beings. And the questions are what make it happen.Read More
What are the character traits most critical to be successful in sales? Are they innate or can they be learned? Read on to find out!Read More
Sales pitches are all about your ‘pitch’, right? You need to present your material, run through your slides, if you have them, and hit all the important features and benefits of your product or service.
Except that’s not how successful sales people do it.Read More
It’s my experience that most businesses don’t really know their sales numbers. Sure, there is lots of technology out there to provide that information in reports, but it’s often not used the way it’s intended.
True, we generally have a pretty good feel for what’s happening in our businesses. But when we really look at the numbers, most of us are probably more surprised than we thought we would be.Read More
Toughest part of sales, hands down. But prospecting is so critical to your pipeline there are all sorts of books and training courses focused just on that one aspect of selling.
Here are some tips to make it less onerous.Read More
Is there such a thing as a shortcut to more sales? Can psychological personality testing give a salesperson all the answers? Read on to find out!Read More
Is there really a difference when selling to men versus women? Research on our brains says: YES!Read More
How do YOU feel about selling yourself? It's not exactly the same as selling your product or service, but it's probably not what you think it is.Read More
Today's guest post from follow up expert, Lisa Shaughnessy, shows you how simply following up with existing clients can increase your sales revenues. Don't leave that money on the table!Read More
Do you have a 'sales plan'? An outline of where you want your revenues to be and, more importantly, how you're going to achieve that?
Today's guest post from Robin Suomi of Startup to Growth explores just why that's so important.Read More
Selling is service. And service is selling. The key to greater sales, and greater profits, is outstanding customer service.Read More