Selling is about many things but the more tools (including Google) your salespeople have at their disposal the greater their competitive advantage. SEO is a sales tool! You have a story, your website tells that story and you want as many people as possible to find...
There are certain sales environments where I have maintained a close rate of over 95% year in and year out – no matter what the economy! What is my secret? I know who the customer is and what the customer really wants! “Where the value is clear, the decision is easy!”...
The vast majority of businesses have the sales process completely wrong! Too many businesses believe that sales success is the result of some mystery skill only found in the very best salespeople – that if you hire great salespeople your business will grow and if your...
Understanding the sales process! Reasons for having a well thought-out sales process include: Seller and buyer risk management Standardised customer interaction in sales Scalable revenue generation The advantage of approaching the subject of sales from a “process...
“I am great with relationships, I’ve been married five times!” Prologue (rant) It seems to be a common misperception in human nature that quantity is better than quality. This is a side effect of short-term thinking, which dismisses the long view in favour of the...
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