To successfully drive their B2B sales engagements in Asia-Pacific, sales professionals and business executives need to develop compelling business cases in addition to building superior relationships with their enterprise and government prospects.
Archive for the ‘Direct sales’ Category
We have our business up and running, we are covering our costs, we may be making a profit and now we want to grow that profit. Follow these 8 points and you can have a successful commission only sales team who enjoy working for you and will help you grow that profitable future you are looking for.
Our lives now consist of tracking metrics and setting personal targets. So why is it when it comes to tracking business metrics we become inadequately equipped to monitor the important aspects that keep a company riding high?
Consider Costco which is an American international wholesale company that reported earnings of $88 billion in 2011. Never heard of them? That’s because they don’t spend a dollar on advertising. This already goes against the grain of many of its competitors and the majority of business lesson’s.
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.