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Archive of: January, 2014

  • Sell more to your "better" customers!

    Sell more to your “best” customers.

    On a training session last week, a Salesperson was bemoaning to me how they hated dealing with a particular organisation. Not only that, but how he seemed to burn a lot of time on what were frankly “suspects” rather than “prospects”.

  • Selling to the "One legged stool".

    Recently I received a telephone call from an anxious Business Development Manager looking for an introduction to one of my key Contacts in a certain Accountancy practice in Aberdeen. “I’ve been dealing with the same person at xxx for years” he said, “but I’ve just been told they’ve moved on, can you introduce me to X”?

  • The Tender trap.

    The Tender trap. Make sure you only pursue the “right” opportunities!

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