The Cost of Discount

“If we could just reduce the price, we can win the order.” How often have you heard (or said) this? With very few exceptions, businesses don’t buy solely on price. And yet, generations of salespeople have trained buyers to ask for, and expect to get, a discount before they will place an order. If it’s

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Give your Sales Pipeline a Sporting Chance

What have the following got in common? All attribute their success, in some part, to the aggregation of marginal gains. That might sound a bit high falutin’ so we’ll let Sir Clive Woodward explain it Winning the Rugby World Cup was not about doing one thing 100% better, but about doing 100 things 1% better.

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Rethinking the Sales Funnel – Part 3

Let’s marry together the ideas of the broken sales funnel and the industrial process. We’ve already turned the traditional sales funnel upside down so that leads come in at the bottom and are driven upwards by ‘energy input’ from both the buyer and the seller. We’ve also established what sorts of sales catalysts can be

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Sales Predictions (or Wishful Thinking) for 2016

There is a long-held tradition of looking both backwards and forwards at the turn of the year. Although I’ve done a little in the past, I’ve never been particularly fond of crystal ball-gazing. As Tibor Shanto says in this article, predictions tend to be “ wild ass unrealistic, and never to be validated or reviewed.”

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Sales Lessons from the Operating Theatre

It takes a minimum of 15 years to become a consultant surgeon in the UK. These are people at the top of their game, or so you would think. And yet… In 2008 the World Health Organisation (WHO) published a Surgical Safety Checklist. This covers the three critical periods during any operation: before the patient

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Rethinking the Sales Funnel – Part 2

The sales funnel is no longer an accurate way to map the sales process. A bold statement but we laid out the reasons why we feel this way in Rethinking the Sales Funnel – Part 1. One area in which the model does hold true is that it is widely accepted that your output (orders)

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Rethinking the Sales Funnel – Part 1

“Oh, here we go again” I hear you say. “Someone else reinventing the wheel!” And why not? This particular wheel has been turning since 1924, when the funnel model was first associated with the AIDA concept. The pneumatic tyre was first used on cars in 1895 but I guarantee they bore no resemblance to the

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Who Controls Your Prices?

I find myself in a quandary brought about by the age-old question of discount. You know the one: Should Salespeople Have the Ability to Offer a Discount to Close a Sale? In his blog post of the same title, Mark Hunter argues that the answer is a resounding NO, absolutely not under any conditions. He

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