Archive for the ‘Direct sales’ Category

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.

Regardless of where you are in the world, if you answered “no” to the question above, you can stop reading and go and do something more beneficial with your time…

With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However…

Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out…

When dealing with a company as a supplier, it is important to have more than one contact. It is possible to end up being the victim of an “empire builder” and have no insights into the remainder of the business…

We need to ask ourselves this question every time we are about to approach a prospective customer or client. Why? Because the answer will give us the ability to give the customer exactly what they need…

Sales professionals are largely the public face of a company or organizations and people judge the company by seeing and judging the sales personnel. Sales professionals need to have…