When a lot of business owners think of sales they think of cold calling. And when they think of cold calling, they think of one of their least favourite things to do. Which is probably putting it mildly! And it’s not just business owners who have this reaction to cold calling. Many salespeople I talk…

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Why we Enjoy a Structured Sales Process Research would suggest that having a set sales process adds anywhere from 18% to over 50% to your sales results. BUT there are also losses and restrictions that come from that structure that many love dearly. In the fast-paced and complex world we live in, sales have also…

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A strategy is a plan of action designed to achieve a long-term or overall aim (Oxford Dictionary).You’ll find strategies everywhere, from business to board games to battles. One of the greatest naval commanders was Admiral Lord Nelson whose naval strategy at the Battle of Trafalgar in 1805, destroyed Napoleon’s hopes of invading Britain. Not content…

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I have been asked this question a lot lately. Over the years I have seen hundreds of proposals. Some have been very poorly written proposals that instantly turn a buyer off, others were really well-structured proposals that help make the buying decision easier. In many cases, the poorly written proposals on the surface looked amazing…

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Business is full of processes. It’s how we create efficiencies, measure results, and train new people joining the company. However, it’s amazing how many people look at me blankly when I ask if they have a sales process. Without a sales process, you’re ‘winging it’. Sure, you’ll still generate sales and close deals, but you’ll…

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