Archive for the ‘Direct sales’ Category

You need to expand, you have invested everything to get this far, now you want to build the world’s greatest sales team. Here is how you go about it.

In this article I shall articulate several proven steps to success in business blogging.

Review your successes from 2012 and build on them. use what you have learned to strengthen your customer engagement and grow your customer base

Over the years, I have seen many salespeople who have delivered what they believed to be great sales presentations, only to fall at the final hurdle. There are lots of reasons for not closing a sale including 'poor presentation', 'lack of product knowledge' and 'failure to listen to the needs of the client', but in my experience, one of the most common reasons is the fear of rejection. The fear of 'No!'.

I heard a quote on the news recently that only hairdressers and coffee shops will survive the rise in online shopping. This got me thinking how it can really affect towns and communities and what they can possibly do about this eventuality.

If Businesses are viewing 'cold calling' as a sales activity that they don't wish to do they are gravely mistaken... […]

Over the past few years 'Cold-Calling' had become a favored activity of choice to generate Sales as it is believed you can contact large numbers of 'prospects' in a short space of time. BUT, I heard that 'Cold-Calling' is dead... I have to disagree and here's why;

An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets - that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of set-backs and surprises?

While it oftentimes comes down to finances and customer service, don’t be surprised if some clients are not taking a second look at how your salespeople are showing up dressed for important meetings.

More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers.