Many people have a love-hate relationship with networking. We know we ought to do it, but its time consuming, a pain and wins seem rare. If that sounds like you, you’re probably a networking novice; unfamiliar with the finer points and techniques that can make networking a rewarding and profitable exercise….
There is no doubt about it, it’s getting harder and harder to prospect by phone and by email. That’s why networking has become such an important and effective way of generating business. For some businesses, this is all they need to do. For others it’s just one of several lead…
The 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…
Whenever 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…
Ever presided over a trade show participation that turns out to be a tragedy when you hoped it would be a triumph? It would not be an uncommon occurrence. There are so many details to worry about, sometimes you can loose your perspective. Where do you direct your effort and…
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…
By Evan Rubenstein Everyone (well almost everyone) in business nowadays has a website, and everyone wants more people to come to their website and give them more business. Right or right? Not that long ago, the recipe was simple; launch a websites, throw in a meagre ration of mediocre content, add as…
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…
