blog, Business Development
Don’t email – Call! This is an interesting one. Up until not long ago I would swear by this. And it concerns me when I enter a ‘sales room’ and it’s so quiet you could hear a pin drop. Is this accounts?! I thought sales teams were full of energy, vitality,...
blog, Language, Listening, Presenting, Questions, Value
Mind your Language One of our outstanding graduates who is demonstrating what language can do to the client! When someone asks, ‘How are you today’? Do you say ‘not bad’ or ‘could be worst’? Even though you are laughing and jolly (I’m expecting you always to be...
blog, Business Development, Listening, Mindset, Performance, Questions
Want More Business – it’s right under your nose Know your top 20% of clients who are keeping you afloat. Maybe it’s just 10% of them (or even 5%) which are keeping the business ticking over. If you don’t know, I suggest it’s the first thing you do after finishing...
blog, Business Development
Why Cold calling fails Ok, the reality if you are thinking of ‘cold calling’ then that’s the down the fail. (Nothing else). It fails because most people go in loaded with limited beliefs. (i.e. pestering, they are busy I better be quick, I don’t want to disturb them,...
blog, Business Development, Leadership
I am often asked ‘I would like my team to be more confident’ and the first response is ‘how well do they know your solution and that of the competitor?’ It’s the same with the question ‘how can I get the team to be confident in articulating our offer?’ So, my...
