Industry sectors are always evolving. These days they evolve quicker than ever. Are your team using the same sales strategies and benefit messages they were using 5 years ago? Or even 2 years ago? Are you competing on the right factors for now? An example of the way shifts in selling strategies can quickly evolve […]
The 4 brainwashing techniques used by shonky sales people
Have you ever been in a situation with a sales person, for business or personal purchases, where you felt you were being manipulated but couldn’t quite tell why? Proven brainwashing tactics That uncomfortable feeling you had might have been triggered by one or more of these 4 classic mind control tactics.¹ The ‘foot in the […]
Avoid this missing link to create a powerful client retention strategy
Client retention is overlooked because it’s not sexy. It’s not as exciting as bringing in new clients. And maybe it can even sound boring. But developing a powerful client retention strategy that you can actually implement on a consistent basis is far from easy. And there is a missing link that can undermine your retention […]
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 […]
When to contact newcomers in C-level roles
It’s pretty standard these days for sales professionals to be on the lookout for what are called “trigger events” as a way of spotting potential new business opportunities. Trigger events are a sign that something has/is/maybe happening within a prospects organisation that could create a new need for them. Or the trigger event may highlight […]