The saying goes we hate to be sold but love to buy. However, the same can be said for how people feel about being involved in selling. We all love to help people buy but only a few feel comfortable with being seen to sell to someone.
In the past, this worked well, as the “sales” team were primarily responsible for doing the legwork knocking on doors and finding people to sell to. The trade-off for the company culture was that some individuals in the sales team then behaved like minor gods expecting all to fall before them. (more…)
Technology is constantly advancing and with technological advancement comes change. If you want your business to stay competitive, then you must be prepared to embrace technological changes.
You may think that you understand the current sales market, however, the sales game is changing, and these changes are coming about thanks to technology.
If you want to achieve sales success it is no longer about selling, but about helping. (more…)
The dream for many entrepreneurs is to come up with a great new product, find the funding to develop it and then for it to fly off the shelves.
The reality for most is different, but when this does happen it’s worth finding out how this success was achieved because the lessons we learn can help us to replicate the achievements for our own business.
Yuu is one such success, so we asked co-founders, Gill Hayward and Kellie Forbes to share their story with us; (more…)
Prospecting is the foundation of B2B sales strategies. Or at least, it should be. Many businesses aren’t prospecting as well as they could be, if at all.
Research-led sales prospecting is a highly targeted, measurable way of identifying businesses for your salespeople to approach. It is important to realise that prospecting is not lead generation.
While prospecting can provide a framework that the sales team can use to qualify leads that come in (as we’ll explore), it is otherwise a distinct activity wholly concerned with finding and approaching the businesses that make up your target audience.
Marketing is about getting more business – and that includes getting more value out of your existing customer base – through delivering them multiple times the value you get.
If all you did was chase new clients, then you would be regularly losing the ones you already have, which means you would need to be constantly building. This is hard work.
There is an important model that will help you understand what to do in terms of sales and marketing for your existing customers, and it is one that every business owner should know and understand. (more…)
We live in incredible times of change; there’s no disputing that. Old business models are dying out, new business models and disrupting technologies are being born every day that are turning industries on their head.
At the same time, trust is at its lowest level ever. We no longer trust politicians, we no longer trust banks and bankers. We no longer trust the proven models and establishments that have supported us for years, never more proven than in recent times with Brexit and Donald Trump becoming US President. (more…)
A key part of any business development goal is creating an efficient sales strategy that gets your products or services in front of the right people and invites them to make a purchase.
Successful business leaders understand that the sales process is the lifeblood of the company. Without an efficient, productive means of making sales, even brilliant ideas will fail, so it’s vital for every business owner to find the sales process that work bests for their company.
The quicker you can do this, the better your chances of growing your business, and the more likely you are to succeed. With so much at stake, William Buist reveals the sales strategy secrets that will help you make sustainable sales.
The path from initial interest to confirmed sale hardly ever runs smoothly, especially in today’s tough marketplace.
When sales targets are high and prospects are scarce, it’s essential for salespeople to hone their skills and fine tune their approach for a successful close.
There are many organisational challenges facing salespeople, but most of these can be whittled down to three main root causes;
- A lack of sales staff motivation,
- Failure to maximise sales capability, and
- Inefficient management of the sales pipeline.
To help you close that sought-after sale, here are three key areas to focus on; (more…)
If you’re starting a business then chances are money is tight – so anything you can do to increase sales without spending a fortune is worth looking at.
It’s easy to imagine that you need to employ a crack sales team – but the truth is, if you’ve made one sale, then you already have one sales person – that customer. And more often than not, the best people to sell your products and services are your customers.
Customers have already gained benefit from you and because they are impartial, they can provide legitimate social proof. So how do you get your customers selling for you? (more…)
If you’re launching a new business, or looking to grow your existing business, then the chances are you’ll need to do some cold calling at some stage.
However, despite its importance within their business and the doors it can open, many business owners shy away from cold calling and find it extremely stressful. To help you overcome such cold-calling anxieties, here are six techniques that can help you become a more confident, far less stressed, and much more effective cold caller:
There are restaurants that have people queuing up to dine, products that you have to pre-order months before they are released, tickets that sell out within hours and shares that shoot up in value right after they float.
There are cars that are snapped up before they are constructed and apartments that are sold before the first brick has been laid.
But, why are a select group of people and products in such high demand? And more importantly, how can you recreate a similar desire for your business?