Tag Archives: sales

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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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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Selling like a BOSS!

So you are a business owner, and you know for a fact that your product or service is amazing and will make everyone’s life easier. You have done proper marketing for your company and your phone rings off the hook on a daily basis… But at the end of the month your sales don’t seem […]

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Interest vs Commitment

Our lives are filled with things that interest us and things that we are committed to. An interest is a hobby – something that we can do whenever the mood arises- like collecting stamps or reading books. Commitments – on the other hand- are things that you dedicate most of your time (and sometimes your […]

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Rent a sales manager

Over the last few years we have heard numerous complaints from companies who fail to reach their sales goals due to a lack of sales managers. Proper sales managers have become a dime in a dozen and so rare that it should be listed in the book of extinct creatures, right next to the Dodo. […]

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Selling is NOT beneath you!

Another fatal business mistake is thinking that you don’t have to sell anything. Yes, you are a business owner not a salesperson, but if you think that selling is beneath you, you won’t be a business owner either. Whether you are a business owner or the company manager, if you have a team of people […]

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