Have you ever heard the saying, “The customer is always right”? It makes sense, doesn’t it. The customer is the person who ultimately pays your bills. Without customers any business will grind to a stop. Even the world famous management consultant Peter Drucker has said: The purpose of a business is to create a customer […]
How your phone could ruin your client meetings
Everyone has a smart phone. It’s hard to do your work outside the office these days if you don’t have one. It’s like a second brain isn’t it? Everyone is so used to carrying their phone around that often they don’t think twice about what to do with their phone when meeting with other people. […]
How to structure a sales conversation for success
In my work with technical specialists and professionals across many industry sectors there is one thing I have seen time after time that undermines their ability to successfully ‘close the sale’. That is, not following a plan. Having a structured sales conversation is critical to win more clients The structure of the conversation enables you, […]
Convert cold calls into conversations using the Triple C strategy
Cold calling is so 20th century – along with fax machines, Walkman portable cassette players and putting a boom box in the back seat of your car because you didn’t have an inbuilt sound system. No-one likes the idea of a “cold call” The whole mindset around the old way of making this sort of […]
Selling SaaS B2B with Hunters, Farmers, Shopkeepers and Hippies
Selling SaaS (Software-as-a-Service) is still relatively new. Especially when you compare it to selling in other sectors, such as industrial products, which has been pretty much the same for many decades. Most advice around selling SaaS is confined to the idea that when you sell SaaS you shouldn’t sell a ‘product’; rather you should focus […]