The Modern Sales Professional does not look much like he did 10 or even 5 years ago. The world of sales has changed forever. It had its first revolution in...
Read MoreThe fast-paced, connected world of today makes a Sales System a success imperative. As customers gain more and more sales decision making independence, businesses need to seriously adjust their approach to cope. For the best outcomes, your system needs coherence and consistency to deal with the changing demands of the…
The need for qualifying sales leads may not be a priority for you; in fact you may be rather a good salesperson but for the fact that you've never focussed...
Read MoreWhenever a selling opportunity arises, whether face-to-face or online, there is a critical moment of truth… It’s at this moment that your value proposition needs to score a bullseye in relation to your potential customer. This is arguably the most important instant in your sales process – the first red-light-green-light…
By Evan Rubenstein Of the myriad issues faced by business owners, the job of sales manager is the one that most think they have under control, where in fact this can be very far from the truth. Depending on your business and the type of selling required, this could be…
The term “Discounting” in its common usage, refers to a mechanism used typically to stimulate business. It is commonly used, but generally poorly understood. Understanding how discounting works at a financial level is key to using this successfully as a tactic for stimulating business. Simply discounting prices without proper thought…
By Evan Rubenstein Clever marketers understand that every new customer costs money, and one sure way to diminish that cost is to get referrals for new customers from existing customers – at virtually no cost. Contemplate this: If every customers introduced you to only two more customers, how long would…
