sales management

When everyone is right, how do we move forward?

I learned a long time ago that everyone is right. I’m one of those people with strong principles, and I’ve always seen it as my job to teach, show, or even cudgel others into the ‘correct’ (which means ‘my’) way of thinking. When this involves like minded people, and a few beers, everyone has a…

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Winning on Purpose

Do you know what you need to do in order to win? On purpose? I don’t mean what feeling you need to have, or what attitude you’d like to adopt, what the latest book has told you to do, or what the latest technological marvel is that you need in order to ‘make it’. Maybe…

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All Sales Problems are Management Problems

Face it, you should be selling more. You’d like to make more money, you’d like to increase your market share, you’d like to get one over on the competition. You need to increase cash flow! But your commercial director is telling you times are tough. Rates are under pressure, and the competition is doing crazy…

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How to get more customers

#154050297 / gettyimages.com I’ve had an email from a lovely lady called Christine who offers a very modern service. With more people working remotely and not wanting to get tied up in bricks and mortar offices, her ‘Virtual Assistant‘ services sound like a dream come true for busy executives. But like any new business Christine…

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How to ask for BIG money!

One of the biggest weaknesses I see in sales people, whether they are new to the job or dyed in the wool veterans, is a problem when asking for ‘big’ money. The stutter on the price, or the hesitation is bad enough. But I’ve even heard sales people tell a prospect to ‘sit down’ because the price…

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Your Digital Footprint Is Killing Your Job Prospects, Or Worse…

A friend of mine spoke to me last week about a terrible situation he had found himself in. Without going into detail, and to protect his identity, he was being unfairly attacked online for an issue he had been involved in and was unable to do much to put it right. He was deeply concerned…

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Stop Complaining!

Seriously, stop it. It really annoys me (Irony alert!) We all seem to have fallen into the trap of believing complaining is in some way a god given right. On top of that we also immediately expect some sort of major recompense for our perceived injury. It’s almost like people are afraid they’ll miss out…

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How to win (seriously)

Actually, this post isn’t about winning in sport – its about winning in business. I got a great question on the blog the other day from a lady called Julie asking about the marketing for her male hairdressing and grooming business. She was trying loads of ‘things’ and was worried that her business wasn’t picking…

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Creating Customer Dissatisfaction

There is a great way to express the buying process that I’ve picked up from Anthony Iannarino over at the sales blog. Customers are motivated to buy due their dissatisfaction with something, and its the sales person or the organisations or the brands job to find that dissatisfaction, help the customer identify it or in extreme cases to create it. Anthony says that people don’t…

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Finding the Business X Factor

There’s a great story I nicked from somewhere that describes the difference between being involved in something and being committed to its success. Its called the bacon and egg breakfast story, or sometimes the ham and egg breakfast story, and basically it points out that in this situation, the chicken is very much involved, but the pig…

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