Why Are You Paying Your Salespeople to Waste Their Time and Your Money?

  That’s an astonishing figure, isn’t it? You could argue that it’s obvious – if you win 35 opportunities and lose 65 you’re bound to have spent more time on the ‘lost’ side of the equation. It’s just simple maths. The astonishing part is this: why are you spending proportionally the same amount of time

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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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