Develop a winner’s mindset
“Come get me!” was Usain Bolt’s challenge just before he took his starting position in the 200 meter finals at the World Athletics Championship in Berlin. In 19.19 seconds, he set a new World Record, beating the previous World Record he had set exactly a year ago at 19.30 seconds! Take a guess. Based on […]
Continue readingManage your prospects well
Most prospecting methods involve approaching a large number of targets and then filtering out prospects based on their response. It is important to capture, track and continue to work on prospects to ensure the best outcome in the long run. However, to manage a large amount of customer data well, it is essential to: Develop […]
Continue reading7 Steps to LinkedIn Sales Success
Launched in 2003 and with 80 million registered users in 200 countries, LinkedIn is the foremost business oriented social networking site. In Australia, LinkedIn already has close to 1 million users and continues to grow at double-digit rates. A majority of these users are mid-to-senior level managers, professionals and business owners, making LinkedIn an invaluable […]
Continue reading10 meetings to generate leads this Season
The Christmas and New Year Season is just around the corner. For most businesses, things slow down and people prepare to take time off and travel, perhaps do some home renovation or just relax. People have more time on their hands. Now is the PERFECT time to meet people who are otherwise too busy through […]
Continue readingGood prospecting for great success – Part 2
Last week, we looked at a logical and mathematical approach to determining the level of prospecting required to achieve your sales targets. This week, let’s look at the critical stages in this approach and tips on how to improve your ratio of success at each level. Lets start at the top of the sales funnel: […]
Continue readingBeware of Kryptonite!
“Look, up in the sky! It’s a bird! It’s a plane! It’s Superman! Faster than a streak of lightning, more powerful than the pounding surf, mightier than a roaring hurricane. This amazing stranger from the planet Krypton, the man of steel, Superman.” ~ 1940’s Superman TV show intro Superman was invincible. Almost. There was just […]
Continue readingTop 3 strategies for inactive customers | Part 3 of 3
In the last two weeks, I have focused on the importance of selling to inactive customers based on the sales principle ‘Buying = Trusting the seller’. Your inactive customers will buy from you again, because having done business with you in the past, they already trust you. To recap the the top strategies so far: […]
Continue readingTop 3 strategies for inactive customers | Part 2 of 3
Last week, we set the foundation for this three part series, based on the sales principle ‘Buying = Trusting the seller’. I wrote about how inactive customers are very important sales prospects, because they are more likely to buy from you again over someone they have not bought from before. That led to: Strategy #1: […]
Continue readingTop 3 strategies for inactive customers | Part 1 of 3
Would you eat at a restaurant, if you knew that it was recently in the news for a case of food poisoning? Would you buy products online, if you knew that your credit card details were at risk? Would you buy a car, if you knew that it had serious mechanical defects? I am certain […]
Continue reading10 tips to race your team to victory
So You Think it’s hard to win in business? Think again. Fortunately it’s not nearly as dependant on chance as picking a winning Americain. Take charge of your success with these 10 tips that are sure to help you race your team to victory! In February 2005, I took on a new Sales management role with […]
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