Exhibiting at a Trade Show

Exhibiting at a Trade Show Why in the age of digital marketing and the internet do we need to exhibit at a trade show. Well one simple reason is to get more business, which let’s face it is the objective…

Buying Signal

Buying Signal A sales maxim: ‘A buying signal’ is the time to ask for the order. However, what on earth is a buying signal? Well a buying signal is a verbal cue, that a sales prospect will give you to…

Sales Meeting

Sales Meeting How to have a successful first encounter in a sales meeting.  Having a successful sales meeting can be difficult, there are a few important things to keep in mind when meeting with a customer.   1. Identify the…

Value Proposition

Value Proposition What is Value Proposition: The promise of value, which a customer can expect. Many companies struggle with the concept of value proposition and I’m not surprised. Like many concepts in business the phrase has become overused and as…

Sell Me This Pen

Sell Me This Pen – That’s a line in The Wolf of Wall Street that has many veteran and successful sales people doubting their status, as they grapple with “How Would I Sell This Pen?” If you’ve seen the movie,…

Sales Forecasting

Sales Forecasting Whether you’re a micro business, SME and especially if you’re part of a large sales team knowing what sales will close and which ones won’t, is all important. The sales person really has nowhere to hide, if you…