You have to create remote control presentations
Frequently, potential customers never get to see you deliver your presentation. In only 1 in 4 opportunities will you get to make a face-to-face..
Frequently, potential customers never get to see you deliver your presentation. In only 1 in 4 opportunities will you get to make a face-to-face..
Every sales person needs to understand what Bid Managers do and how to get the best out of them. The chances of winning an RFP depends in no small..
Here is today’s blog in a nutshell. It is a guide to writing a letter that will allow you to waste less time on dead horses – RFPs you are never..
Most sales people are hired to sell but spend their time doing other things. Furthermore, most sales managers should be developing the..
Is your phone ringing constantly with new leads? Is your pipeline full with qualified opportunities? If so, you must be doing a great job with..
I have talked about the importance of a Sales Process for several years now and a good Sales Process is essential. You can improve its..
I recently asked for feedback from the US Major Accounts Manager of a large financial services company we have been working with this year.
My..
Have you seen a PC with an out of date operating system, something like the old Microsoft MS-DOS? It works – sort of. But compared with a PC..
I use the term ‘Jungle Talk’ to describe the chest-thumping many sales people do when communicating with prospects and customers. In a recent..
If a gardener sows some flower seeds for you they may blossom briefly, but unless the soil is fertile they will die back and there may be nothing..