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upselling oliver gwynne

Marketing + Sales 12: Upselling

"Do you want to supersize that?" is probably the most infamous example of upselling. It's one sentence that can quickly and easily add a few extra pounds worth of profit to your purchase at Mcdonalds, and is an almost perfect example of everything upselling should ...
conversion

Marketing + Sales 7: Conversion

We are talking about Sales and Marketing alignment and how best these different disciplines can combine to more harmoniously bring in customers. Can I Buy Something? Here’s a scenario for you. Your marketing person has befriended someone online. They want to buy something from you…what should happen? ...
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 ...
motivating a team

Growing Sales Team 8: Motivating A Team

We've talked about picking and managing your team, but how best should you motivate them? Competition A little bit of competition can certainly be a healthy, but it can also be toxic. I’ve talked many times about how a good sales person will put the pressure on ...
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 ...
agency or in house

Growing Sales Team 3: In-house vs Agency

If you are thinking of growing a sales team then you might be consider the option of using an outside agency. There are both pros and cons with this that are similar to any outsourcing you might try and do. Your Own Person Hiring internally means someone ...
sales attributes

Growing Sales Team 4: Attributes

So what sort of qualities should you actually look for when it comes to recruiting a sales person? Here is my list in no particular order… Empathy Forgive me if you’re sick of me saying this after 20 weeks, but successful sales is all about concentrating on ...
commission only salesperson

Growing Sales Teams 2: Commission Only

Let’s all be honest, we’ve all given it a thought haven’t we? It seems so tempting! You get the benefits of having someone do your sales and you only have to pay them if they are successful. Obviously you’ll be really generous with your commission rate ...
sealing the deal

Basics of Sales 16: Seal The Deal

You’ve found a potential customer, you’ve gauged their interest, you’ve followed up, you’ve sent a pitch and now they are finally in a position to buy from you. Last but certainly not least in the sales process is closing the deal. This is a subject ...
why are you not selling

Basics Of Sales 15: No Conversions?

If you are doing all the right things and still having no luck when it comes to your sales it’s important to evaluate where you’re going wrong. Effort Being honest with yourself how much effort actually goes into your sales? Few people really enjoy the process of ...