A client of mine was in a difficult situation. He and a partner developed a CD-based (digital product) learning aid to be used in tertiary education institutions. Both partners have “inside knowledge” of what students require, they are well qualified in their field, and they know how to produce the product. So what’s the problem? […]
You cant sell to everybody, so disqualify most
Web content guru Gerry McGovern once wrote … “Every time you serve someone, you make someone else wait.” Gerry was talking about the investment in creating content for web sites. I have re-phrased his words with a sales context. You can’t sell to everyone, so disqualify most Gerry went further by explaining … “Every time […]
Is your sales process killing your results?
One very important step in maximising results from your sales activities is to consider each of the steps, or contact points, that a prospect will experience with you during your initial contact and sales discussion. This is your ‘sales process’ Just like a manufacturer has a process to take raw materials and create a finished […]
Can you recognise the time to start selling?
It is important for everyone on your revenue engine team to recognise the signs that indicate when to switch from delivery mode (or customer service mode) into sales mode. Professionals, technical staff and service providers that work on a project, or are engaged on an ongoing basis, usually find themselves in frequent contact with clients […]
How to keep sales busy during slow times
Most industries have regular cycles of slow time. This is often around holidays periods like Christmas, New Year and other cultural or religious occasions. But it could occur for other reasons such as seasonal sales peaks and troughs, or end of financial year issues. Have you ever wondered how can you keep your sales busy […]