What do customers want? Here Fred lays out his top ten (plus 1)

Mary presents the “Winning Pitch” – explaining why customers will say “yes” to your next pitch. Here is reason number 7.

Mary presents the next part of the “Winning Pitch” – explaining why customers will say “yes” to your next pitch!

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.

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.

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

In this second part excerpt from our FREE E-book “Heat” you’ll learn why to treat every sale like an Olympic Bid!

In this excerpt from our fantastic FREE E-book called HEAT you’ll learn how to treat every sale like a city trying to win the Olympic Games.

We have a free e-book called “HEAT – Why Customers Buy From You – And Why They Don’t”  for you available here This free e-book will help you if: • You have been close to winning a deal, only to let it slip through your fingers • You feel that you aren’t generating enough excitement [...]

Mary analyses a presentation on video (TED TALKS) and has some points to make about being more natural. Over to you Mary!

“Client Interruptus” is one of the biggest mistakes we can make in sales. Here Paul Owen goes back to his college days with an important sales message around listening.

Do you spend a lot of time writing fantastic sales proposals only to find them going nowhere? If so, you’re not alone. This blog explains the pitfalls of sales proposals and gives you some tips for the future.