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5 Strategies towards Smashing your Sales Targets in 2010
The environment in which salespeople now sell has changed considerably. The process of buying has changed – therefore the process of selling has changed accordingly…. Markets are smaller and more...
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Fortress Buying – Why Won’t Buyers Let You In?
More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. In short, they have erected defences that are designed to keep sellers at bay. In this...
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The 3 Ps Of Pre-qualification – Are The Fundamentals Still Sound?
An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of...
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If We’re Not Selling When Making Cold Calls, Why Are We Making Them?
If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… If they are not doing some sort of sales activity in the genre then they are missing...
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Great Sales Presentations That Fall At The Final Hurdle
Over the years, I have seen many salespeople who have delivered what they believed to be great sales presentations, only to fall at the final hurdle. There are lots of reasons for not closing a sale...
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