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Hot Dates And Hot Prospects Or Blind Dates And Cold Calling - Lead Generation Gets Personal
Generating sales leads is like dating - you need interest, intelligence and rapport if love is going to blossom. Matt Hall, MD of Profunnel, looks at the importance of lead generation and management in the current climate. read more
Demolishing The Urban Legends Of Negotiation
You need to be seen as the tough negotiator. You need to show the other side who is in charge. You need to set the agenda and see that they stick to it. Right? read more
How To Handle Dirty Tricks In Negotiations
You've invested a lot of time and energy to get to agreement. You have a lot riding on the deal and you think you've covered everything with the other side. At last, you think you have a deal. Then the other side says: read more
Sales Effectiveness - Changes Over Time
In this phase of the cycle the customer is not in the market to buy at all. The customer is satisfied with the status quo and is not actively seeking a solution. However the situation, both inside and outside the organisation, is changing in ways that will, eventually, open a new sales opportunity. read more
Sales Effectiveness
As a starting point we have used our model of how major purchasing decisions are made in complex sales situations. read more
Consumer Durables Look To England World Cup Success For 60% Sales Uplift
A large proportion of the retail sector is looking to World Cup fever to boost sales by as much as 60 percent to accelerate recovery from the recession, according to leading trade credit insurer Atradius. The next eight weeks or so could prove critical to sales of consumer durables with companies marketing televisions and HD packages heavily in the run up to the World Cup. Retailers of electrical goods will also be hoping for a strong performance from England, keeping national interest in the competition running high for as long as possible. read more
In Business, The Customer Is King
For companies that want to gain a competitive advantage in today's market, it is essential to ensure that customers' needs remain at the very centre of the business. As such, modern businesses need to make sure they make every effort to communicate with their customers effectively, take note of their feedback, and respond accordingly. Companies that ignore the demands of their customers run the risk of losing them, and doing significant damage to the bottom line as a result. read more
Up Selling
How good would it be to increase the ‘value’ of each customer that you sell to? If you had an average of 100 customers per day and you were able to increase their value by just £10, that’s an additional £1000 through your till! An easy way to increase a customer’s value is to ‘up sell’. Up selling is only acceptable if it will benefit the customer. Up selling for the sake of increasing the tills weight will soon result in a reputation of poor service and hard nosed selling which is not welcomed by the customer read more
Using NLP In Selling To Retail Customers
Neuro-linguistic programming (NLP) allows for a greater understanding of the communication process, and considering that the key for sales is ‘good communication’, it could be worth taking a look at as a way to sell more effectively. Read more in this article. read more
Why Texting While You Workout Will Hurt You Inside The Gym As Well As Your Sales Results
Jeremy Ulmer will in this article explain why texting when you are at the gym and other kinds of multi tasking sometimes should be avoided. read more
