How to Build Marketing Strategies That Speak Volumes Without Breaking the Bank

Photo by Pixels Small business teams thrive when they know how to connect with their audience in a way that feels both personal and persuasive. Every message carries the potential to spark curiosity, build trust, and inspire action when approached with creativity and focus. Success often hinges on the ability to craft stories and strategies that highlight the unique value a brand brings to the table. With thoughtful communication and a clear understanding of audience needs, even the smalles ... Read more

Thriving Through Growth

                                        Image: Freepik   Practical Strategies for Small Business Scaling Experiencing sudden and rapid growth in your small business can be both exhilarating and overwhelming. As you navigate this exciting phase, it's crucial to implement strategies that will help you manage expansion effectively and sustainably. From optimizing your business structur ... Read more

QUALIFICATION AND FORECASTING

Forecasting - why do we need to forecast?  Because our sales manager says so?  Well that is one reason but there are a few more.........

- We need to forecast sales so that we can:

- Plan the sales activity, manufacturing, cash flow, staffing, meet payroll, pay suppliers
- Build a real and adequate revenue pipeline
- Set priorities and "action manage"

Forecasting a sale

- You can only real ... Read more

MAKING THE MOST OF YOUR SELLING TIME

PLANNING YOUR TIME AND YOUR TERRITORY FINITE COMMODITY?

- Time is one commodity that once it has gone it cannot be replaced
- It is important that as part of your preparation and planning you think about how you utilise your time
ASSESSING POTENTIAL

- Consider the real potential of the accounts that you are going to work on.  Discuss it with your managers and colleagues.
- In the time you have available does the potential ... Read more

GAINING COMMITMENT AND CLOSING - are you actually asking for the order?

WHY DON'T WE CLOSE?

- Salespeople know how to close so why don't they?
- Skills, timing, relationships just a good excuse
- The real reason not enough prospects and poorly qualified prospects
THE PSYCHOLOGY BEHIND THE WEAK CLOSER

- Salespeople are always under pressure to find new prospects
- Always pressure from sales managers to generate and maintain a healthy "prospect list"
- Ask for the order, get it and then t ... Read more

ARE YOU NEGOTIATING TOO EARLY AND EATING INTO YOUR MARGINS?

AN INTRODUCTION TO NEGOTIATING SKILLS WHAT IS SELLING? The relationship between supplier and buyer where the need to supply significantly exceeds the need to buy.  Thus selling is a persuasive process by which the supplier aims to convince a buyer of their need for the supplier's product or service and the buyer acts upon that need. WHAT IS A NEGOTIATION? The relationship between supplier and buyer where the need to supply is largely in balance with the need to buy. ... Read more

Why the best products, services and solutions don't always win the order.

... Read more

SELLING BENEFITS AND VALUE

Delivering meaningful value

- Through skillful questioning technique you have uncovered the prospect's needs
- It's very easy to bombard your prospect with the many features that your products offer
- However, not every feature is of benefit to every customer
- Features and USPs are meaningless if they do not deliver value in the customer's eyes
Features, Functions and BENEFITS

- Feature - anything you can touch, feel, s ... Read more

Advancing the Sale - the steps of the [B2B] sales cycle

In any sales and business development role one of the biggest traps that salespeople fall into is the confusion between activity and results - the "busy work" syndrome.  They are busy doing sales activity with little regard to effectiveness.  In other words, they are confusing activity with results.  When we run our solution sales courses or during coaching sessions we talk about Advancement versus Continuation where  Advancement = any action you take, or you get th ... Read more

Effective business development demands presenting proposals not sending quotes!

Are you really presenting proposals or in reality are you sending your prospects and customers a glorified quote that is titled a proposal? A quote tells the buyer the price.  A proposal sells the benefits, explains you know the prospect's business and details why they should go with your solution, product or service.  A proposal explains the cost as an investment, it details why your prospect can't afford not to do business with you. So why don't sales people write proposals?&nb ... Read more