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...]
The Empty Cardboard Box: The Secret to an Amazing Elevator Pitch
What makes an amazing elevator pitch? Recently, I attended one of those MeetUp entrepreneur events in the East End of London. The reception area was overflowing with budding entrepreneurs and wantrapreneurs, an orchestra of voices all vying to elevator pitch and tell amid the clatter of glasses. Scanning the room, I noticed a pair of tall guys in conversation. One spoke excitedly, cradling an iPad on his arm like a puppy and pushing up his glasses every so often. His conversation partner, … [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...]
Day 9: Moving beyond failure
If you sell, you know failure. If you have a startup, you know failure. If you're breathing, you know failure. So how do you pick yourself up and dust yourself off? Watch today's video to learn one way. What was your takeaway? Please share below. … [Read more...]
Day 4: 30 Day Challenge
Day 4 of my 30 Day Video Challenge, helping you lift your game in September. It's about what makes an extraordinary salesperson. It's not what you think. What will you do today to elevate how you add value to your prospects? Tell me in the comments :) Oh, and please share this with someone you think might get value. Thank you Xx … [Read more...]
Why your prospects will say no to you every single time
I don’t mean to be a drama mama, but there is a reason why your prospects will say no to you every single time. They can’t help it. It’s not you, it’s them. But there is a way to get around this tendency towards the negative, while maintaining your core values and sanity. No time like the present Ever snoozed your alarm instead of going to the gym? Or suddenly decide to clean the house or adding things to your Amazon wishlist instead of starting that important project? Our brain has a … [Read more...]
Entrepreneur success stories: wedding and events
As part of my commitment to help you soar, I'll pick the brains of entrepreneurs who've made it through those challenging early stages of building a business to bring you entrepreneur success stories. It's my pleasure to introduce you to my guest in this week's Mindful Sales podcast, Helen Hopkins, founder of Pudding Bridge, an award winning specialist hire company that supplies the wedding and events industries. Pudding Bridge has featured in BBC, ITV, and leading industry publications, … [Read more...]
Silk Road: A Beginner’s Guide to Creating a Sales Process
The Silk Road changed the world, arguably more than any leader that walked the earth. Its name derives from the gorgeous silks transported from China along the route; just like owning a private jet shows how wealthy you are today, wearing silk more than two thousand years ago was the number one way to show you had the “Benjamins”. The Silk Road isn’t a road as such but a network of routes on land and sea, connecting the Eastern Mediterranean to Central Asia and Central Asia to China. Towns … [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 succeed in B2B sales
If you want to know how to succeed in B2B sales, then keep reading because it's not what you think. Entrepreneurs inexperienced in B2B sales (selling to businesses), regardless of what they’re selling, tend to approach sales in a rational, proposal-driven approach, treating it like a numbers game and focussing on the product or service they’re selling. I’ve been coaching my clients to place more focus on the buyers. As this HBR article shows, when you’re selling B2B, a sale has little to … [Read more...]
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