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Hope Is Not A Strategy Neither A Metric.
Get up at 6.20am, go for a 2 mile jog, complete in 1 hour 14 minutes, burning 247 calories, I drink 1.5 litre’s of water and have in total 346 calories for breakfast. Our lives now consist of tracking...
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Thinking of Creating a Commission Only Sales Team? What You Need to Know
We have our business up and running, we are covering our costs, we may be making a profit and now we want to grow that profit. The initial thought is to get a 'buddy' to help out and do some...
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Can You Close Your B2B Sales Engagements On Relationships Alone In Asia?
Building and leveraging strong relationships is what is expected of sales professionals. In fact, one of the key criteria sales leaders focus on when hiring new sales rep’s is their ability to build...
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6 Ways To Handle Opaque And Fast Changing Sales Environments In Asia
In most parts of Asia, business cultures can be very opaque and unpredictable. For many western firms looking to leverage Asia’s explosive growth to expand their B2B sales, such business environments...
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7 Ways For Every Small Business Owner To Get Better At Selling
Every business owner or entrepreneur needs to know how to sell, whether or not their job title involves the word “sales.” Chances are, you’d like to get better at selling. But how? Sales skills can be...
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One Size Doesn’t Fit All: Connect To Customers With Personalization
There’s no denying it: everyone likes to feel special. People enjoy being treated with individualized care, whether it’s a friend or a customer at your business. This simple truth can greatly improve...
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Buyer and Seller Insights: Together Accelerating Growth
I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a...
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Easy Prey For Aggressive Buyers?
With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However, it’s also apparent that some B2B sellers are...
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The 3 Ps Of Pre-qualification - Are The Fundamentals Still Sound?
An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets - that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of...
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Shocker: Your Ideal Client Eats Lucky Charms For Breakfast (And It Matters)
Before you can appeal to your target market, you’ll need to define that market. Who is your buying market — and who is not? One way to do this is by utilizing empathy mapping, which allows you to...
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How To Create Reliable And Repeatable Sales Success
Success happens, that much we know. You can see examples of it all around you in the business world today. Microsoft, Apple and other big data companies are pinnacles of achievement, sure, but there...
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5 Strategies towards Smashing your Sales Targets in 2010
The environment in which salespeople now sell has changed considerably. The process of buying has changed - therefore the process of selling has changed accordingly…. Markets are smaller and more...
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Time for lateral thinking about B2B selling
You have no doubt heard the saying ‘discovery is not about seeking out new lands, but looking at existing lands with new eyes’. Well, that pretty much sums up the rationale behind lateral, or creative...
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What's More Important: The Product Or The Customer?
With sales targets to hit & seasonal bonuses coming up, we all want the best sales figures. When we work for a company we have belief in the product or service. We believe ours is the best out...
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Why Is The Customer Always Right?
We need to ask ourselves this question every time we are about to approach a prospective customer or client. Why? Because the answer will give us the ability to give the customer exactly what they...
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Buyer and Seller Insights: Together Accelerating Growth
I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a...
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How to Stabilize a Revenue Stream for Your New Business
One of the biggest challenges of running a startup is maintaining a steady stream of revenue. When you first get started, you won’t have any customers, and you’ll rely on your initial capital or lines...
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Chinese Negotiating Tips For Small Business Owners
I sometimes think people forget ... Why was Christopher Columbus negotiating deals with various thrones to fund his trip across the unknown Atlantic? He wanted to find a faster route to Asia. Why?...
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