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Not Selling the Whole Solution

The Situation A medical-equipment company with a good product was thriving in a growing market after years of increasing demand. The company was number one in the market, but its service revenues were down because its sales reps were selling only the equipment and initial training. The company’s service revenues were the most profitable aspect […]

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Critical Sales Performance Indicators or Metrics

The Situation A medium-sized technology training company business owner was getting ready to retire and hand over to the sons. The market was good. For the last two and a half years, the company had been cleaning everything up and repackaging itself to ensure that the exit strategy worked. Its growth and market positions were […]

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Promoting Top Rep To Sales Manager

The Situation A large software company was experiencing eroding market share, tougher competition, and slipping value proposition. The company had invested heavily in different kinds of sales training including sales tactics, major account planning, and how to talk with “C”-level executives. However, 75% of the sales people were missing their quotas and overall sales were […]

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The Sales Process Gone Wrong

The Situation A professional services company had a number of trainee sales reps. None of them hit their sales targets. The MD was irritated because they had a great direct-mail program that was pulling in many calls. However, the conversion rate from call to sale was low, and generating less sales than projected in the […]

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An Elevator Pitch Is Not Just For Networking!

Remember the last blog on elevator-pitch? That business that increased their income by 400% in the month that they developed their new elevator pitch. They went from a 5 figure annual income to a five figure MONTHLY income. That’s no coincidence. That’s the power of taking the time to create a powerful and persuasive elevator […]

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Do You Have A Killer Elevator Pitch?

As you listen to sales trainers talking about the elevator pitch, most business owners wonder if all the effort required to develop a “killer” elevator pitch is really worth all the time and energy it takes to create it. If you’re wondering the same thing, just consider the case of my clients in Cape Town. They […]

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Your business makes me sick…

There is a corner cafe close to my home and I went in there once to buy some milk. The wretched stench that came out of the fridge as soon as I opened it, had me appalled in ways I never thought possible and I ran out of the store as if I was being […]

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Selling Ice to An Eskimo

Throughout my years in business, I have only come across a few individuals who had been born with the ability to be excellent sales people. Many of these people do not even work in sales positions, but given the opportunity, they would be able to sell ice to an Eskimo. In reality, we are all […]

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There is power in numbers

If you – like the majority of people living in Cape Town- use the public train late at night, you know for a fact that it is safer when you travel either with someone else or in a carriage that has more people in it. Only someone who is desperate to get robbed –or worse […]

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The Whitney Houstons Of Sales Teams

Sales teams are considered to be the performers of the business. They are usually the ones who customers and clients first come into contact with. Therefore, you’ll have to treat your sales teams like famous performing artists who are about to go on stage to entertain and audience – your clients. When it comes to […]

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