Recently I’ve been thinking about how to make our sales teams more effective. I have come to the conclusion that one of the key success factors for any sales person is good time management, and that is what I would like to discuss in this post. Being a sales person isn’t easy – long working hours, travel, difficult customers, [...]
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In this post I will be presenting a pattern for positioning yourself and your offer as the most important element in the deal, as opposed to your prospect. The objective of this technique is to get the target to chase you, instead of you chasing the target. Here is the pattern: We have one of the better offers in the market. Don’t [...]
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In this post I will summarise a couple of the key concepts found in the book I’m currently reading called “Pitch Anything” by Oren Klaff. The book is fundamentally about how the author pitches high value ($1M-40M) opportunities to investors, but I believe the concepts are applicable across many other areas of human [...]
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I would like to share something with you that I have been studying lately which I have been finding very useful, and I think will help you as well… It’s called the The Personal MBA & it’s a book written by an Internet celebrity of sorts, Josh Kaufmann. He became famous from his website www.personalmba.com, which is [...]
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