Advisory Service - Sales
Getting More Out of Your Marketing
At the Bizzone Expo in Auckland, Marketing Association Chief Executive Sue McCarty discussed the relationship between sales and marketing, and three top 'smart' marketing activities.
Getting More Out of Your Marketing
Can Your PowerPoint Presentation Rival TV Advertising?
Do you ever wonder why some PowerPoint Presentations are so much better than others?
Can Your PowerPoint Presentation Rival TV Advertising?
The CEO's New Role: Head of Sales
It's no longer enough to demonstrate excellence in the art of leadership: CEOs must now be firmly entrenched at the head of the sales department.
The CEO's New Role: Head of Sales
Six Steps to New Sales via Strategic Lead Generation
Deploying a sales force and supporting their selling efforts are processes that should be embraced by the executive and senior leadership. There are too many companies knocking on too few doors for you to believe that brand and product alone will keep a sales pipeline full
Six Steps to New Sales via Strategic Lead Generation
Telling Ain't Selling
A fundamental question in selling is not why people sell, but why people buy.
Telling Ain't Selling
The Trouble With Elevator Speeches
The elevator speech is that tightly scripted, 30-second introduction that should pack as much information about a person as possible in an engaging, persuasive, and interesting way, right?
The Trouble With Elevator Speeches
Retail's Marketing Management Challenge
As retailers strive to touch consumers at every step of the purchase cycle, retail marketing has evolved to become a mosaic of mass-media branding, tactics for driving store traffic, in-store experience, and loyalty programs.
Retail's Marketing Management Challenge
The Best-Kept Secret of the Selling World
Problems cost money. More often than not, however, the only cost that customers and sales people focus on is that of the proposed solution. The most critical cost, the cost of the problem, remains the best-kept secret in the selling world—and certainly the most overlooked
The Best-Kept Secret of the Selling World
You Can’t Serve Everybody, so Disqualify Most.
You Can’t Serve Everybody, so Disqualify Most.
Creating a Customer Feeding Frenzy : 4 tools that make you simply irresistible
Having sworn to myself that I wouldn't buy anything I walked out with carpet in hand and had spent over six hundred dollars. The salesman in the factory had successfully created a customer feeding frenzy.
Creating a Customer Feeding Frenzy : 4 tools that make you simply irresistible
Technology’s Changing Consumer Behaviour
Information Technology has had a profound impact on consumer behaviour - and nowhere is this more visible than in the retail sector
Technology’s Changing Consumer Behaviour
Do All Good Leads Become Sales?
At first glance, getting accurate conversion statistics would seem to be a simple matter right? Well, not exactly . . .
Do All Good Leads Become Sales?
Making Lead Generation Programs Work
There are many important considerations in making lead generation programs work for distributed sales forces.
Making Lead Generation Programs Work
Multi-channel Sales: Have you got the skills to be a Player?
Take the quiz to find out if you are a multi-channel player - and find out why it's so important that you learn the rules of the game
Multi-channel Sales: Have you got the skills to be a Player?
Retail Utopia: Putting Sales Promotion back into context
Often seen as the the last bastion of the marketing mix, Sales Promotion heroically offers value or volume lifts when all else has failed
Retail Utopia: Putting Sales Promotion back into context
Grand Intentions to Greater Sales
You’ve probably noticed that today’s consumer is better educated, streetwise, and, frankly, more cynical about other people’s motives than ever before.
Grand Intentions to Greater Sales
Plugging the Marketing Gap
Simon Kozak's forté is Sales Promotion, but not as we know it here in NZ. If he has anything to do with it, that's about to change. DLB interviews this recent UK-immigrant for whom objectivity, bravery and freshness are the qualities that matter most.
Plugging the Marketing Gap
Export Gold Case Study
Running a one-dimensional sales promotion just doesn't cut it anymore. It is an endangered species.
Export Gold Case Study
Tips for Building a Healthy Sales Pipeline
The Secret to Developing a Healthy Pipeline
Tips for Building a Healthy Sales Pipeline
When Talking to Strangers
Consider these three reasons potential customers may distrust you or your team members.
When Talking to Strangers
Acquiring Customers in Any Economy
How to Keep Your Pipeline Healthy.
Acquiring Customers in Any Economy
Making it Count: Maximising your direct and indirect sales efforts
Some companies are completely outsourcing their sales efforts in an effort to
trim the fat off direct-sales expenses. But is this the right approach? Not necessarily.
Making it Count: Maximising your direct and indirect sales efforts
A Few Good Clients
Here's a brief run-down on how to get a few good clients.
A Few Good Clients
The Shocking Truth about your Image
How first impressions do count! A first impression can impact whether or not
people want to do business with you - the impact on your career and on your
organization's bottom line can be staggering!
The Shocking Truth about your Image
The Art of the Complex Sale
Complex sales - an all-too-common trap: unpaid consulting that result in unpredictable forecasts, lost sales and reduced margins.
The Art of the Complex Sale
USE YOUR BRAINS: Think Like a Sellee, Not Like a Seller
Herschell looks at why your brains are just as important (if not more) as dollars.
USE YOUR BRAINS: Think Like a Sellee, Not Like a Seller
Using the Business Case to Close the Deal
Marketing can retain control of brand positioning throughout the sales process.
Using the Business Case to Close the Deal
In-Store Sales and Marketing Effectiveness
research indicates that up to 80% of purchase decisions are actually made in-store.
In-Store Sales and Marketing Effectiveness
Sales Trap: We love to talk, but need to listen
So what do you think happens in most sales encounters? That's right... we tell 'em what we do.
Sales Trap: We love to talk, but need to listen
Selling is a Slam Dunk…with the Right Attitude!
Looking at how a positive attitude, trustworthiness, and more... can create a person who
can't wait to get up in the morning and go out and sell something.
Selling is a Slam Dunk…with the Right Attitude!
Keeping customers when things go wrong
Five keys to turning upset customers into fans.
Keeping customers when things go wrong
Art of the Soft Sell: How a Soft, Unassuming Style Leads to Stellar Sales Results
How a Soft, Unassuming Style Leads to Stellar Sales Results.
Art of the Soft Sell: How a Soft, Unassuming Style Leads to Stellar Sales Results
Business Success is Rooted in Sales
The necessary ingredient for a thriving business is sales.
Business Success is Rooted in Sales
Are you making a sale or selling a dream?
Evangelism is the purest form of sales because it means sharing ideas, insights and hope. It's more powerful than most traditional forms of selling.
Are you making a sale or selling a dream?
Don't Just 'Make a Sale'
Even though many business people have come to realise their existing customers can be a productive source of new business, there is something that is often overlooked.
Don't Just 'Make a Sale'
The Art of Making Offers That Get Accepted
Jackie provides some guidelines on speaking to business owners or decision-makers at large organizations.
The Art of Making Offers That Get Accepted
Getting Past The Price
What should you do when a potential customer asks "How much will it cost?" as one of their opening lines?
Getting Past The Price
Integrating Supply and Demand:The Sales Perspective
To seize revenue opportunities, meet customer needs and combat the competition, sales agents need data that is relevant, timely and accurate.
Integrating Supply and Demand:The Sales Perspective
Achieving Results with the Human Commercial®
With increased business pressure, smart organisations are bringing the marketing and sales functions closer together.
Achieving Results with the Human Commercial®
Will the Road Warrior deliver?
After the marketing strategies have been formulated, will your 'Road Warrior' (sales rep) deliver?
Will the Road Warrior deliver?
Flush Out the Tire-Kickers
Five sure ways to sort the tire-kickers from those who have serious purchase intentions.
Flush Out the Tire-Kickers