The key to developing customer intimacy is understanding the value you deliver. To understand the full extent of your value you must consider where you impact the customers ‘supply chain‘.

Value selling is an important sales technique that relies on showcasing and building on the core value of your products and services.

It is about de-emphasising price as the dominant force in the decision making process, and convincing customer’s that the higher price is actually a better solution — a higher value.

Just how desperate are we to avoid PowerPoint presentations? If you’re in sales or marketing, it’s likely that from time to time you will use Powerpoint to make presentations to potential clients. The reason you give a presentation is to make a sale! Right?

The Anti-PowerPoint Party (APPP) is a new movement formed to, as indicated in its website, “influence the public to put a stop to the phenomenon of idle time in the economy, industry, research and educational institutions.” With all of the workplace distractions, the APPP has called out PowerPoint as the most visible and egregious threat to productivity.

Mary presents the “Winning Pitch” – explaining why customers will say “yes” to your next pitch. Here is reason number 1.

Many sales are lost because the prospect can’t see the clear steps to success. In this excerpt from our FREE E-Book called HEAT, Greg explains why

There’s something wonderful about simplicity, because buying stuff has become a bit complicated. When a company does present you with a simple way to get something done, it bowls you off your feet.

Sales people really have to flex their personalities – to be all things to all people. You have to have an analytical bent, researching a client for hours on end. And, you have to of course be creative to think of innovative solutions.

In this excerpt from our HEAT E-Book, Matt talks about great up-sellers not stopping until they know it’s a “no”.

A lot of sales people these days are making, or breaking, their career on the telephone. We see it all the time when we hold telesales training courses – the phone is in many ways the key to a successful selling career.

In fact, being superb at selling on the phone, whether you are internal or external, is a consistent attribute of peak performers. And when we are out training, we will often see sales people adopting certain patterns of behaviour on the phone.

Getting true commitment is a series of smaller goals leading to the ultimate sales prize (the close). In this excerpt from our fantastic E-Book called HEAT, Matt explores how you can get more commitment, more often.

What is the stuff that great sales people are made of, in TODAY’s selling environment? Here is a list of 5 which you might be able to relate to.

In this excerpt from our FREE E-Book called HEAT, Matt talks about logic versus emotion and right brained selling!

“It’s far better to buy a wonderful company at a fair price than a fair company at a wonderful price.”

This statement about price is more than an insight into Buffett’s investment strategies. It is a mantra that directly relates to selling, price and most of all value.

You can’t change your product, your price or your company. You can’t change your colleagues, your resources or your boss. But you can change your words.

So, the golden question – what do clients look for when you pitch to them? What defines success – and a win for you?

This is a difficult question to answer in just a few words. The reason is that clients alter their priorities across industries.

Keeping forward thrust in the sale is critical. Here Matt explains how to with 7 fresh ideas.

Exhibitions are one of the few events where the seller has the opportunity to be face-to-face with a potential buyer, projecting an image that will forever influence their attitude and most probably the relation with the brand. It can be compared to buying a pair of shoes; if someone sees a poorly presented pair of [...]

Our FREE E-Book HEAT is available now – read this article to find out how to download it, and to get some unique take-aways from the book.

The corporate version of a market stall is of course the trade show. And right now, we are in the thick of trade show season. Yet despite desperately wanting a big return for their considerable spend, we have found upwards of 80% of exhibitors really don’t seem to spend the time or effort on developing and maintaining a strategic sales approach.

BITE – a sales tool that will help you and your team achieve wider and deeper customer relationships.