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How to use ‘Expensive Questions’ to boost sales [MEMBERS ONLY]

Tuesday 16 August, 2016 | By: Graham McGregor | Tags: marketing, strategy, sales, premium content

Many years ago I was making a presentation on sales training programmes to a sales manager. My problem was that I was doing all the talking and my presentation was going nowhere fast. I had a new salesperson with me at the time and he was a lot smarter than me. He could see I was making no headway so he waited till I paused for breath. Then he asked the sales manager a simple question. Read more.

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6 things you should know before you pitch to a big customer

Friday 12 August, 2016 | By: Bronwyn Reid | Tags: management, productivity, time management, leadership, premium content

Almost every small business owner starts their business venture with the hope of eventually landing a big-name company as a client. Instead of constantly chasing leads and having a “feast or famine” bank account, your new contract will provide you with a steady and certain income. You also know just how much it will mean to be able to put the logo of your new customer on your website and marketing materials — especially if it is a well-known brand. Read more.