Lead Generation Masterclass
29/09/08
The way you describe what you do can have a dramatic impact on referrals, not just with new people you meet but also your existing network. Many people invest considerable time in networking and yet do not seem to get the level of business referrals they seek. With minor changes to how they explain what they do can begin to get dramatically different results. Most attendees leave feeling more confident about their networking introductions and even with real leads.
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Selling under the Radar
25/02/08
In a highly interactive and practical talk, Soft Selling expert and sales coach Richard White will show you how to generate interest in your products and services without overtly selling. This simple but effective approach can be used to generate more leads from existing clients and networking contacts. It can also be used when writing articles and making presentations. If used properly, the approach can actually develop rapport and trust.
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Do you speak your prospect's language?
13/02/08
The way we think and communicate can have a big impact on sales. There is a wide variety of ways in which people think and communicate and these tend to differ by type of job function and by levels of seniority. The more flexible we can be with our communication, the wider group of people with whom we are likely to be effective. If you want your prospects to understand why they should buy your products and services then you should learn to speak their language.
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Sales Lead Generation
06/12/07
Sales Lead Generation Made Easy. Generating sales leads can present a real challenge to many businesses, especially those without a clearly defined sales and marketing strategy. If you’re struggling with sales lead generation it’s usually a result of 2 reasons: lack of activity, or too strong a focus on what is being sold rather than how it addresses the potential client’s problems.
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Sales Recruiting Without Tears
08/10/07
Recruiting sales people can be fraught with problems – especially for business owners with no previous sales recruitment experience. A common pitfall of sales recruiting is the often exaggerated claims of some applicants. Just because an applicant looks and sounds like a sales person does not mean that they will succeed in the role they are being recruited for. Even experienced sales recruiters get it wrong. One way to reduce the risk of making costly mistakes is to subject candidates to a sales assessment test prior to interview.
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Are you wasting money on sales training?
25/08/07
It would be nice to think that there was one simple way to develop sales skills. Companies can avoid wasting money and get a greater rate of return by taking a more flexible approach to skills development. What matters after all is the results of the training, not the training itself.
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10 common reasons for sales reluctance and what to do about it
25/08/07
Almost anyone in sales has some form of sales reluctance, whether it is a total reluctance to have anything to do with sales, a reluctance to call on certain prospects, or even to sell certain products or services. Sales reluctance can become an obstacle to achieving higher sales performance and in most cases it can be overcome. Here are 10 common underlying reasons for sales reluctance and a brief overview of what to do about it. It is not an exhaustive list but most other areas are connected in some way to these.
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Cold Calling Comfort
25/08/07
Joint research by small business portal startups.co.uk and sales coaching company Pro Excellence has found that cold calling and prospecting are the main challenges for small to medium businesses when it comes to sales.
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Selling skills articles and current business development articles by Richard White, Managing Consultant of Pro Excellence Ltd. Richard is a leading writer, speaker, and trainer on business development for consultants and experts.