by Ian Smith | Nov 15, 2019 | Sales Process, Sales Tips
Over the years there is strong evidence to suggest that increasing market share drives higher profit margins. Certainly, if increased market share translates to higher sales one would hope that would lead to potentially higher margins. However, a much more pertinent...
by Ian Smith | Feb 6, 2017 | Sales Management, Sales Process, Sales Tips
Investing in a CRM System will fail unless you teach your sales team a system for communicating with your prospects and customers. The system is really quite simple and it falls into three distinct buckets. 3 Big Buckets Product and Service Knowledge Customer, Markets...
by Ian Smith | Aug 17, 2015 | Sales Process, Sales Tips
The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...
by Ian Smith | Aug 11, 2015 | Sales Process, Sales Tips, Scaling
You’ve just acquired another business and you want to create some synergies, by selling the newly acquired company’s products through your other subsidiaries. So how do you do it? This is a classic cross-selling problem. Or you may have launched a new consulting...
by Ian Smith | Aug 3, 2015 | Sales Management, Sales Process, Sales Tips, Scaling
Imagine you’ve just been appointed CEO of a private company or a division of a public company. It doesn’t matter if you’ve been in the job 10 years, I’m asking you to imagine! How would you audit your sales performance? How would you know if...
by Ian Smith | Dec 16, 2014 | Sales Process, Sales Tips
12 Key Steps What is the prospect trying to achieve? – Deployment of skilled diagnostic questions Probably require the prospect and/or the Sales Professional doing some homework after initial conversation What objectives are non negotiable? What has happened in the...
