Much like the 100m final at the Olympics, being in with a chance of closing a sale isn’t just about what happens in the closing stages of the race. It is the time, effort, discipline and strategy that has gone into the previous weeks, months and sometimes years that has enabled a salesperson to get to this point and be in with a…
Whatever your political standpoint, the February meeting in the Oval Office between USA’s President Trump and Ukraine’s President Zelensky was an extraordinary spectacle. The meeting, which some media outlets have labelled as an “angry exchange,” was a rare opportunity to see international diplomatic negotiations taking place in front of the cameras. Whether you see the exchange as a Trumpian masterclass in the art…
Where does a new sale begin? When a member of the sales team picks up the telephone, right? Or is it when they click ‘send’ on that initial email to a prospect. That’s it. Oh, hang on, the first meaningful exchange on a social platform. That’s definitely it, right? Wrong. A sale starts much, much earlier… A sale begins with research. It creates…
Okay, let’s slowly and gently exercise those neck and shoulder muscles. Done? Next, let’s take a few deep breaths. Why? Because it is time to start making a dent in those sales targets! Oh, and guess what? The world has changed. So, we’re going to have to switch things up… In my last sales post, ‘Media: It’s OK to sell in a crisis’,…
The media pack remains a pivotal document in the sales aid arsenal. From it will be derived email copy, presentation content, contract details, and more. For your prospects and customers, it is often the foundation stone of your relationship together. Why then, are so many media packs left to go out of date, littered with spelling, punctuation and grammatical errors, and often don’t…
In a crisis, the role of the media sales team is critical. Sure, it may not be the right time for the hard sell, but it is the time to strengthen and build upon those client relationships we have all spent so long developing. Is there anything sales can do in the face of this global pandemic? You bet there is! This is…