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Sales articles |
Awful Presentations
"It's a complicated offering and we really can't get through it (sales presentation) in less than an hour." That's what I was recently told by a start-up technology company I was asked by a friend to meet with. My friend, the majority investor...
How To Eliminate Your Competition By Being Distinct
So how do you eliminate your competition without bloodshed? To compete with other businesses nowadays (especially online) you need something that nobody else can copy. A one of a kind so to speak! You must distinguish yourself from your...
12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences. But cold calling is an art-form. It can be daunting, it's always...
Closing: An Essential part of the closing process
Closing: An Essential Part of the Selling Process The ultimate outcome of the selling process is to close the sale. Closing the sale is extremely problematic for most sales people often causing them to lose sight of this vital objective. Studies...
Keeping Your Sales Team Motivated
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things...
Is Cold Calling Dead?
Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on? Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers...
Dramatically Improve Sales with The KISS Test
We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not. Let me start with some examples of what I'm talking about. At one position I...
Difficult customers - there's no such thing
A couple of years ago I had a call from a Customer Service Manager working in the paper industry. He wanted me to run a seminar for his team, on "How to Deal with Difficult Customers". I had several telephone conversations with this manager organising...
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