Got Those Q4 Blues?

Believe me, this isn’t a pick-up line but, in the immortal words of Joey Tribbiani from Friends, “How YOU doin’?” Just so you know, I’m enquiring about the health of your sales figures. After all, we are now into the final quarter of the year – a busy time for many sales professionals. If you’re

Read more ›

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

Read more ›

How To Turn Your Product Into A Commodity

By the way, you really don’t want to do this! The exact definition of the term commodity is specifically used to describe a class of goods for which there is demand, but which is supplied without qualitative differentiation across a market. The market treats commodities as equivalent, or nearly so, with no regard to who

Read more ›

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

Read more ›

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

Read more ›

“Sales Must Think Like Marketing”

My initial thoughts were that this was a good message to retweet. However, the more I thought about it, the more unhappy I became with the thinking behind the message. I’m well aware of who Jill Rowley is and of her reputation as a Social Selling evangelist/guru and one of the world’s Top 30 Social

Read more ›

The Place of Storytelling in Sales

  From the earliest, Man was hardwired to respond to emotion. When Ugg taught his son Ugg how to hunt Woolly Mammoth, he did so by telling him a story. He called on fear, bravery, caution and other visceral feelings to get his point across. As sophisticated as we think we are these days, let’s

Read more ›

If Your Product is Good, It Will Sell Itself

If you believe the title of this blog post, you are in for a huge disappointment. Which is why I was astonished to see this dangerous idea supported by the UK Government’s Department for Business, Innovation and Skills in a recent retweet. According to their website , this “…is the department for economic growth. The

Read more ›

So, What About Your Competitors?

Don’t kid yourself that you don’t have any competitors! Even if you are offering the latest, most whizzy technology, someone else will be trying to meet your prospects needs with what they have. Failing that, you may well be competing against ‘no decision’ as outlined in Bob Apollo’s post from 2009 here. It’s a tough

Read more ›

Riding the Product Lifecycle

Did you know that the majority of products have a lifecycle? That graph over on the left illustrates how sales volume varies during the various phases. What you may not appreciate is that sales and marketing requirements differ depending on where your products are within their lifecycle.