I’m a firm believer in being aware of major trends, not only does this make you invaluable to your prospects and clients, but it also keeps you informed so you can spot opportunities, pivot and win. Knowing how to find and seize new customers without a competitor in sight, will help you stand out from the crowd, prepare you for what’s coming, and protect the long-term health of your business. To help you prepare, I thought I’d share some insight I gleaned from one of the most … [Read more...]
How to stand out and charge more with telescope targeting
We don’t own a car; if we did, it would spend most of its time accumulating bird poop in our drive-way. Fortunately, there’s a ZipCar one street away from us. Zipcar is a car club, where you pay an annual membership fee to rent a car parked nearby on an hourly basis. It’s more convenient than traditional car hire, where you have to travel to the local branch and rent the vehicle for at least 24 hours (not to mention confronting their scary insurance pitch). It’s the freedom of … [Read more...]
Day 21: Demonstrating your value to prospects
Having trouble demonstrating value to prospects? On Day 12's video I talked about proving your value to yourself. Today I give you some questions to consider to leave the best impression on prospects and clients. … [Read more...]
Day 19: Five i’s to amplify your impact
Want to amplify your impact? Here are a handful of tips that can help anyone, whether it's working with affiliate partners, drumming up referrals, or just trying to establish a strong relationship. … [Read more...]
Day 15: How to pitch to big companies
Are you trying to sell your product or service to a huge company but don't know where to start or who to contact? There are many effective strategies on how to pitch big companies, here's one simple and reasonably speedy and cost effective approach to tackle the big 'uns. … [Read more...]
Sales pipeline: how to connect with your prospects
How do you make your prospects feel as they move through your sales pipeline? On a number of occasions I’ve met with startups who talk about prospects in their sales pipeline like a percentage, a statistic. When you think of them as stats to convert, you miss out on one of the most powerful drivers of customer motivation. Emotion. Emotion creates motion. According to a study published in Harvard Business Review, companies that connect with customer’s emotions enjoy huge returns. Emotions … [Read more...]
How to overcome the basic business to business sales mistakes
In a previous post post I discussed the basic business to business sales mistakes. Today I'll give you simple tips on how to overcome these mistakes so you can bring in mo money! You know I ain't one to brag, but I've been selling to businesses for 18 years, to multiple sectors, across 20 countries. I've made some of the mistakes myself, and they can set you back up to 6 to 9 months. That's sort of okay in a big corporate where you have a bunch of clients, but in a start-up or small business, … [Read more...]
Companies with a solid sales process deliver more revenue
In this HBR article, research on B2B companies about sales pipeline management reveals that companies with a solid sales process and that pay more attention to sales pipeline management enjoyed 28% revenue growth versus those that didn’t, and only had 4.6% revenue growth. The article goes on to give best practises, and here are the 2 biggest takeaways. 2 best practises for pipeline management 1. You need a clearly defined sales process The most effective sales pipeline management boils … [Read more...]
How to handle price objections mindfully so you don’t get all pushy and aggressive on your prospects
Listen in to this week's podcast where I show you a 3-step process on how handle price objections mindfully and have happy customers What do you do when your customer complains about price, saying it’s too expensive, or it’s out of my budget? Whatever you do, do not start haggling like you’re in Dubai’s Karama Souk. And don’t start dropping your pants (sales talk for reducing your price), as this completely devalues your product and service. So your prospect gives you a price … [Read more...]
How your customers buy
You need to understand how your customers buy so you can integrate your sales process into their buying process. Basic buying sequence How your customers buy It begins with a need. Let's say your iphone 6 was in your back pocket all day and now it's bendy. You need another phone. You research and compare models. Decide which model you want and then buy it. And then you look for reassurance to make sure you bought the right item. The same process applies when you're hiring … [Read more...]
