Will selling remotely become the norm post COVID -19 for B2B and Complex B2C field sales teams? The early signs say ‘yes’, but let’s take a closer look at what’s happening. Many things have been tossed up in the air with the advent of the COVID-19 crisis. Take, for instance, the boom in Zoom meetings on every level – keeping people in touch with each other across the street, suburb, […]
Is Selling Remotely the future of sales? Read More »
The overall current economic and market conditions are soft at best according to the latest reports. And even though the Federal Government is putting a positive spin on the latest quarterly figures by comparing us to other countries who are worse off than us, it doesn’t help those of us who are finding the current conditions challenging. Just ask any retailer at the moment and they will tell you just
7 things you can do immediately to improve your sales results in challenging markets Read More »
There’s so much to read to keep up with what is current and what is emerging in business and in the world in general. There are lots of things that we would like to integrate into our business, but it can take a lot of time. So from time to time, it’s a good idea to go back to basics. Getting back to basics in the B2B sales space means:
Back to sales basics Read More »
Here we go again. Global disarray, government elections, political scandals of betrayal and corruption. How do we keep our head when everyone else around us is losing theirs? How are we supposed to lead business and keep selling better when there’s a general feeling of uncertainty that makes decision making so difficult? There are those of us who have been around in business for some time now. Many of us
How to sell better in uncertain times Read More »
A research paper from the US market from early 2019 stated that more and more sales teams are relying on renewals in revenue from their existing accounts which is giving them around 70 per cent of their annual sales revenues. On one hand, this sounds like good news. Sales teams understand the importance of retaining existing business with their clients. But you’ve got to ask yourself though, what does “retaining
Are you becoming a ‘Professional Visitor’? Read More »
One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.
6 Tips on How to Sell Value and Reposition Price Read More »
We all want better sales performance and there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help. For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also
Are your salespeople stumbling at hello? Read More »
Being disciplined and organised makes good dollars and cents. To be on track with your sales quota you need to be organised, have a plan you stick to, and use a system for effective selling. It’s never too late to start, regardless of where you are on the road towards realising your sales targets. All it really takes is some thought and self-discipline. Probably the single biggest reason we see
Self-discipline and being organised pays Read More »
Even the once exclusive professions of accounting, medicine, law and engineering have come to realise that they can no longer survive on referrals and reputation alone; that marketing the firm, whilst it stimulates awareness and interest, is not enough to generate the levels of new business needed to cover the costs of running a professional practice. Decades ago these professionals relied on their network of referrals. They developed a reputation
Selling Professional Services Read More »
Every business needs to prospect for new clients and customers, even non-sales people often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to be required to prospect well. Any call you make to another person whose attention you need to grab and focus on what you have to offer or propose is technically
Everybody benefits from knowing how to prospect Read More »