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 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…
Dealmaking – The Importance of Dealmaking for Corporate Growth The Cambridge Business English Dictionary defines dealmaking as “The activity of making business agreements or arrangements”. 2015-16 was a record year for global corporate deals as nearly US$5 trillion worth…
How to Start a Sales Call on the Phone? How to Start a Sales Call on the Phone? In this day and age is there a need to sell over the phone? Oddly, still to this day, people buy from…
How To Contact C Level Executives? How to Contact C Level Executives? In other words how to contact the ‘c-suite’. We covered some of this area before but I always wanted to return to it. Getting in contact with a…
Outsource B2B Sales – Does it Work? In short, yes it can but like most aspects of business there’s a right and a wrong way! I’m not saying our method is the only way but it’s based on two principals;…
Power of Storytelling in Sales Just like a picture paints 1000 words the power of storytelling in sales is worth a 1000 facts. I remember a great opening to a speech by Kingsley Aikins back in 2010 and it went…
B2B Marketing Strategy So what on earth is a B2B Marketing Strategy and why is it so important? Well despite the lack of communication and sometimes darn right hostility between the sales and the marketing department, in our opinion…
Consultative Selling Challenger Sale The Challenger Sale, Complex Sales, SPIN selling is all very much part of the Consultative Selling process. We’ve covered lots of these areas already The Challenger Sale, SPIN Selling, The Consultative Salesperson However in this blog…
Won Sales Analysis In the last blog we spoke about Lost Sales Analysis but doing some research on the topic I came across Craig Elias’s work in the area of Won Sales Analysis. Craig Elias is the person behind Shift…
