Shorten your sales process Have you ever had a ‘red hot lead’ that for some reason never seems to close? There’s meeting after meeting, each meeting pushing the close date further and further away Do you find hitting your monthly sales targets an uphill struggle? You don’t need to be a superstar sales person, you […]

Pricing For Profit Book Review by Peter Hill Intro I read this book over my Christmas holiday last year and I immediately wanted to tell our clients to raise their prices. This book talks about selling at the price that you want through making sure that the product you offer is of huge value to […]

How to measure marketing ROI for your business When it comes to your business, one expense that you will soon learn that you need to budget for is your marketing. If you don’t make an effort to get your business out there, then you are never going to succeed. The trouble with marketing is it […]

Sales is hard enough, why make it harder? As they spent all their money on offices and staff, some companies save money by limiting the marketing budget. This is usually done with the assumption;   “If a sales person is good enough, then they should be able to get sales without marketing!”   That may […]

Selling to Vito Book Review by Anthony Parinello Intro This 1990’s book is written by Anthony Parinello. Not heard of Anthony Parinello? He’s amazing at selling $500,000 software programs to enterprises. He’s so good that he wrote a book on how he did it! Ignore the cheesy front cover of the book and believe me that it’s […]

The most relevant quote wins   It’s not just about price, it’s not just about value for money, it’s not just about being a ‘high-end’ brand. It’s about how well suited you are to their all of their needs collectively. How you fit in with the context of their situation. The most relevant quote wins. […]

Close more sales. It’s not the features and benefits, it’s the way you sell it   “Having a sales process that will consistently close more sales is the single biggest competitive advantage that you can have” – Owen Wood   As you know, selling isn’t just about meeting your client’s material needs and the features […]

Can you use commission only sales to grow your business? Have you ever thought about having a commission only team? For many companies, a commission only sales would be an excellent solution to their growth. So if this is true, how come more companies don’t have a commission only sales team? As a Manager, it’s […]

How can I guarantee that my sales team hit target? A big part of sales is time management. In a nutshell, you want your sales team to be speaking to as many interested people as possible. Why? If you think about it, your sales people are there to make you as much money per hour […]

Charging the price that you want I’m a psychic. Don’t believe me? Here we go; you want more sales at a price that you want. Told you! So how do you get the price that you want? You have to ask for it, but you also need to earn the right to receive the price […]