Establish yourself as a trusted advisor, not only a sales person, to help your clients achieve their goals.
Introduce disciplines and routines that help you to make sound decisions and eliminate bad choices.
Automating your sales pitch can dehumanise the process.
How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?
Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your ideal client your professionalism.
The care and feeding of your strategic clients has always been about creating greater value.
Here’s why social selling isn’t living up to its greatly exaggerated promise.
These missteps can cost your deal.
Selling requires a strong ability to diagnose the client’s problems and challenges.
Discounting is the slippery slope to the commoditisation of your company – and over time the erosion of its margins. Sales teams and their managers must be armed with the knowledge, skills and tools to make the case for customers paying a higher rate – a rate that, in all likelihood, will enable your prospect to obtain the favourable result they desire.