How to be a sales led organisation

Are you a sales led organisation? I often hear Business Owners, CEOS say this about their company. "We need to be marketing or sales led organisation", "Everyone here is involved sales", "Everyone is an internal customer here" All good rhetoric but how do you do it? Simple You create a sales process and put everyone on it. I mean everyone. All positions need to fit somewhere in the sales process and they need to know what their role is, what they have to do, and be trained in it. Everyone....the…

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Three classic negotiation tactics in action

It was real and so cool.  Someone was using three classic negotiation tactics on me and how elegant and spontaneous. Let me explain nibbling, visual flinch and contrast The sales woman on the phone was trying to get me interested in a new online sales training tool that I could brand and sell onto my clients. Now I was interested as some clients ask about online learning and how this can be achieved for them and this company seemed to have the solution. I was interested and was sending out…

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Are you under-pricing yourself?

Have you ever under-priced yourself, settled for a low pay-rise, agreed a lower salary, negotiated a low bonus system, sold yourself at a small fee...if so I may have an answer for you.  Read on. My wife's Volkswagen Golf car developed a rather nasty scraping sound one morning as she took the children to school. After she told me, I thought the problem might go away, kind of ostrich syndrome, but it didn't. It was the last thing I wanted to take care of, being really busy at the time.…

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