Archive for the ‘Processes’ Category

A weak sales process can spell disaster for companies with even the most innovative and exciting products. If you can’t convert leads into customers, you won’t be able to keep the lights on for very long.

I’m often surprised when I talk to companies that define their sales activities in terms of ‘prospect’ and ‘client/customer’ with nothing in between. Adding a little structure and definition at each stage can help the sales team to support the buyer and close deals faster.

Two different situations, ten years apart, but the same result: wasted time and opportunities due to technical problems, and an over-reliance on technology.

Trade events and conference speaking opportunities are a dream come true if you believe in Permission Marketing. Yet some of us […]

We have put together the 5 steps you need to qualify hard and early which will abolish the dreary sales approach you may have and put less stress on closing the account.

For those companies who are having trouble collecting payments from clients, the option often turns to hiring a collection agency. But how do you go about hiring the right agency, an agency that will in turn have your best interests at heart?

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…

Small business owners are notorious for wearing multiple hats: they can be managers, bookkeepers, impromptu IT “experts,” and marketers, among other titles. But what ever roles you find yourself taking…

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…

If you could sell yourself,and convey “You’re the one in loss if you don’t buy my ideas” things would be really easier, right? So, how on earth can I sell myself?