Archive

sales tips

Growing Sales Team 9: Your Questions

As ever when we come to the end of one topic and I address questions that people have sent through... In your series you say that salespeople shouldn’t be evaluated purely on income generated, what would your alternative model be? I would look at the process as ...
managing a sales team

Growing Sales Team 6: Building A Team

So far in this short series about growing your sales team I have talked about whether or not you need to hire someone, should you consider an agency and the positive and negative traits you should look out for. Next I want to talk about ...
feedback on sales

Basics of Sales 7: Feedback

One of the most powerful and under-rated tools is feedback from prospects and in particular the questions that they ask you. One is Many For every customer that asks you a question, there will doubtless be tens more that didn’t ask the question and then didn’t use ...
Sales process

Basics of Sales 5: Process

  This is a rough guide on the sort of process you should be undergoing in your sales process. One – Research Selling something is really more about your prospect then it is about you. Spend some time researching your target online. Find a specific reason why you ...
Sales knowledge

Basics of Sales 1: Knowledge

I often talk about lead generation being the most important factor for any business. No matter how established you are if you don’t put effort into expanding and retaining your customer base…it won’t work out well for you! Hate Selling? I speak to an awful lot of ...
personal development

Start Up Right 7: Personal Growth

Continuing our theme of unexpected aspects of working for yourself, I want to cover how working for yourself will affect you. Massive Distrust I often talk about how entrepreneurs will go through a ‘trial by fire.’ If you aren’t used to dealing with late paying and demanding ...