On life long learning and mastery
Podcasting is great! In the past 3 months, I’ve had the pleasure to interview some of my mentors in business. People like Jeb Blount CEO of Sales Gravy and Anthony Iannarino, Author of the sales blog and 3 wonderful sales books. I have learned so much in such a short period of time. At the […]
Getting new salespeople up to speed, quickly
Getting a new salesperson up to speed and selling your products and services quickly is a challenge. If you’ve recently hired a new sales person you’ve probably spent a lot of time and effort interviewing, screening and training this new person and there are some pretty aggressive sales goals you want them to hit. However […]
Building trust in the inbound sales process
The first 2 steps in selling inbound marketing services is: Getting the prospect to realise they have a problem you can fix Getting the prospect to believe the person standing in front of them (you) is capable of finding a solution to their problem. The question your prospect is asking themselves is: ‘can i trust […]
Does your value proposition create opportunities?
If you’re struggling to win new business it may be because your value proposition is weak. Many agencies have vague and nebulous value props that done explain the business benefit of working with them. You need a strong value proposition that is irresistible to potential buyers and compels them meet with you. However many people […]
Know your biggest competitor
Ask most marketing agencies who their biggest competitor is and they will likely list the names of businesses that sell similar services to theirs. In the traditional sense that’s true. If people need SEO, content or advertising services they search for businesses that offer those services. But in today’s marketplace it’s not where your biggest […]
Is your prospect really serious about working with you?
Poor performing sales people have the wrong objectives when selling to prospects. When the sales cycle is long, they feel that doing things like sharing information, gathering information and putting calls in to strengthen the relationship is getting them towards an eventual close. Often it is not because the prospect isn’t expending any energy and […]
Three ways to speed up your client’s buying process.
Welcome to WordPress. This is your first post. Edit or delete it, then start writing! Depending on the size and complexity of the program you are selling into your prospect, agency sales cycles can vary from 1 to 12 months. I’ve been involved in several deals which have been in my pipeline for over 18 […]