Get noticed. Get remembered.
Every day, we are bombarded with messages from all around us. The car radio, email, blogs, Websites, word of mouth, newspapers and television are just a few sources from which we take in information. Simply put, we are offered far more that we can retain. So, how can you ensure that what you have to […]
Continue readingEncourage your sales people to greater success
Leadership guru John Maxwell divides the world into two – those who lift you and those who lean on you. If you were in an elevator with the first half, they take you to the ‘top floor’, while with the others its always ‘basement’! So, which of the two are you? There is no doubt […]
Continue readingThe value of like-ability
In May 2002, my client, a company known for manufacturing breast pumps and related maternity products in the U.S, made the long awaited decision on their Enterprise Resource Planning (ERP) system. I was following this development very closely as we were keen to do the post-purchase implementation work that followed. The two largest E.R.P vendors […]
Continue readingSelling after the first sale – Step 3 of 3
Making the first sale to a customer is just the beginning of your business relationship with them. This three-step series shows you how to use this ‘platform’ to grow sales (after that first sale) with medium and large sized companies. Here is step 3 of 3. Step 3 – Approach internal prospects through relationships and […]
Continue readingSelling after the first sale – Step 2 of 3
Making the first sale to a customer is just the beginning of your business relationship with them. This three-step series shows you how to use this ‘platform’ to grow sales (after that first sale) with medium and large sized companies. In Step 1 we spoke about how to better understand the ways your customer buys. Here is […]
Continue readingSelling after the first sale- Step 1 of 3
Making the first sale to a customer is just the beginning of your business relationship with them. This three-step series shows you how to use this ‘platform’ to grow sales (after that first sale), with medium and large sized companies. Step 1 – Understand how your customer buys In mid-2006 after a few months of […]
Continue reading10 ways to nurture leads
Would you walk across the room and ask a complete stranger to marry you? Not likely. Surely, you would invest in building and nurturing a relationship before you popped the BIG question. This principle is no different when applied to the process of winning new customers. Sales and Marketing Gurus cite that it can take […]
Continue readingSilly Season? Think again!
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. You might recall my definition of the three things that characterise today’s customers – […]
Continue readingDon’t give up!
Recently while waiting to board an aircraft, I sat in the food court at Sydney Airport, enjoying a Flat White and looking out over the runway. It had been raining all day and what could have been a perfect, sun drenched view, was marred by the presence of grey clouds. I love far reaching views, […]
Continue readingWhat’s your sales orientation?
Isn’t it ironic that we buy things all the time yet none of us wants to be sold to? That is probably because the word ‘sell’ has strong negative connotations attached to it – ‘selling ice to Eskimo’s’ or ‘conning people into buying things they do not want or cannot afford’, etc. Over time, there […]
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