New Business Prospecting using the Reference – Referral technique
April 5, 2021
…and not waste 100’s of phone calls The best way to prospect for new business is….. not to prospect at all! If you could get
Author: Philip Strange
Keep your telephone sales pitch short
January 25, 2021
…. because dead Prospects don’t buy As professional Salespeople we should have the objective of helping our Customers solve problems – and get paid for
Can you charge Channel Partners a Program Fee?
January 10, 2021
Building your business on the back of a world-class channel program can achieve long-term, exponential revenue growth and substantial market coverage, but those dizzy heights
Every Salesperson should have an obsession for numbers
January 10, 2021
….although you don’t (necessarily) have to be a mathematical genius Let’s start with a question: TRUE or FALSE? “Selling is a numbers game” If you
Everything is negotiable, always
January 6, 2021
….not just the price For many salespeople “Negotiation” has a specific place in the sales process. It traditionally comes after the proposal is made and
The Secret of Working ( & Selling) from home
April 5, 2020
Even if home is the desert… Amongst other, much more dramatic topics generated by the awful corona-virus situation, there is one, above all, that seems
Learn from BizDev experts – 22 tips for effective cold calling
September 16, 2019
YOU’VE GOT YOUR SALES PITCH LAID OUT IN FRONT OF YOU, NOW WHAT..? Sales is becoming ever more specialized, and although many large sales organizations
A Customer Testimonial is worthless without hard data and KPIs
September 6, 2019
Customer Testimonials are good to have. They give social proof, validating both your value proposition and your company as a supplier. They also guide
Negative Sales Skills you need to unlearn (3)
September 3, 2019
UNDERMINING YOUR COMPANY AND COLLEAGUES Post #3 in a series of 3 about dumb behavior in a Sales situation. This post relates to how
How to take your colleague(s) to a Sales Call
August 30, 2019
A 10 point checklist to stop you losing your mind In the same way as the Salesperson is the Conductor of the Orchestra for a
