Value is in the Eye of the Beholder

Ask any salesperson why they lost the order and you will often hear ‘price’ cited as the main reason. Research by University of Southern California, summarised in this blog post, indicate that “there is acceptable price range that the prospect is willing to pay and this can be anywhere from ten to twenty-five percent higher

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Prospects and Lead Generation

Any business will only survive, prosper and grow if it has customers. That may seem like an obvious statement but how do you find prospective customers and how do they find you? I’m talking here about the very first steps in the sales and marketing process, that of generating a list of ‘suspects’ to be

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