Branding 3: Logo
With your name locked down one of the trickier aspects of any company is the logo. There is something of an art to a good logo. It should be instantly recognisable, convey something of what you do (where possible) and work on a variety of different media. Here are some hard on fast rules on […]
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 be, but so rarely is. It’s short, it takes into […]
Marketing + Sales 4: Targeted Outreach
We are talking about how best to align your sales and marketing teams and how best to reach out to the wider world and try and find some Suspects to convert into Prospects. For me there are two kinds of outreach ‘Targeted’ and ‘Passive’. I would consider all Sales activity as Targeted Outreach. Although technology […]
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 a whole. Let’s say your sales team each […]
Basics of Sales 17: Your Questions
What is the most overlooked technique to improve sales? I think different techniques will work for different industries but I would say one thing you can never do enough of is research. If you’re prospecting in any real fashion then you will have a relatively long list of names/companies and it isn’t so easy to […]
Basics Of Sales 8: Cold Calls
“Not Cold Calling!” I hear you screaming. People bemoan the amount of ‘nuisance’ calls they get everyday, and its mere mention springs to mind low paid workers with long lists simply trying to get through as many numbers as possible. They perforate your quiet existence with annoying persistence and don’t seem to understand the work […]
Post Project Steps 4: Portfolio
In this series of lessons we are covering all those things you need to do once a project is over. We have talked about getting paid, getting testimonials and getting referrals. Now let’s talk about portfolio management. We’re Working With Them! I think all clients appreciate a little enthusiasm. The second you get a […]
