Sales Articles

These are some longer articles that we have written that we hope are useful. We add new ones regularly so please come back and look again.

5 things every sales strategy should contain

For any company to be successful, they need a strategy and specifically a sales strategy.  A strategy can be defined as the art of coordinating resources for their most efficient and effective use. An effective sales strategy is an essential part of building a growing business.  A well-thought out strategy lets you manage multiple resources across different sectors with the same approach.

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3 ways that the internet has changed selling

The internet has revolutionised our world in ways that we never dreamt of when we first came across it.  We can have instant communications with people that we have never met; we never have to go into a supermarket again and we can watch world events unfold from wherever we are in the world.

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Why not every customer deserves your attention

Most sales people tend to forget that not every customer wants to buy their product all of the time.  Indeed, analysis of customer buying patterns suggests that, at any one time, only 5% of potential customers are actively buying and over 50% have no interest in buying at all.  Finding the 5% who are actively buying requires skill and dedication and sometimes a bit of luck!

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Why you should be happy to be negotiating

I am always extremely happy when a client starts to negotiate with me.  At that point, I know that I have won.  They may not have explicitly said so, but no one negotiates for something that they do not want.  So, by starting to negotiate, they are acknowledging that they want your product.  From this point on, you are both trying to achieve the same objective - a commercial arrangement that suits you both.

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The 3 Components of Successful Selling

For a sales person operating in the digital information age, where the customer is highly knowledgeable about the products and services on offer, there are three key things that they need to establish.  Trust, Needs and Value.

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What sales managers should really care about.

For most of my sales life, I’ve been judged almost exclusively by the revenue I have generated for the company where I was working.  However, my own philosophy was always somewhat different.  I have always believed that if you did the right things for a customer, then business would come your way.  However, you had to be out meeting with customers on a regular basis in order for this to be effective and I was forever urging my teams to “get out and meet people”!  It is only in the last few months that I have seen this defined as sales activity management.

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Five ways to improve the quality of your meetings

I have worked in companies where it felt like we had meetings just for the sake of having meetings.  Meetings can be extremely valuable but, if not planned for, can be a terrible waste of time.  As a sales person, the last thing you want to do is to waste the time of your client.  There are certain things that you should do in advance of and during any meeting to ensure that they are of high quality, both for you and your client. 

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How to get through the front door

Cold callers always tend to call me about the same time, about 6.15pm, just as I am in the middle of making dinner.  What is more irritating, is that they just presume that they have the right to talk to me and frequently launch into their script without pausing for breath.  They make no effort to establish any credibility, they don’t even ask if its convenient.  Not surprisingly, I’m not that inclined to talk to them. 

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