As a profession, sales is based on developing effective communication skills. This applies both as being a ‘sender’ as well as being a ‘receiver’ of information. And the need for advanced communication skills isn’t only for sellers dealing with clients. Sales leaders are often in situations where they communicate information to groups of people. As […]
Selling B2B services: 4 steps to convert warm leads into paying clients
One of the difficulties in selling a service is that potential clients (we’ll call them “prospects” here) often don’t know whether they should be using what you provide. Your prospect has a problem, but they may not understand how your service can help them. And even if they’ve tried a similar service in the past, […]
How to avoid premature presentation syndrome
My client was having trouble winning sales. Their prospects were organisations that make decisions via a combined management group that included the heads of the organisation such as General Manager. They had made presentations to dozens of these groups, traveling hundreds (maybe thousands?) of kilometres over many months … and had zero response. No orders. […]