We are all sales people.  Not according to our job titles or our job descriptions. But the reality is: we all have to be finding and bringing new clients to our businesses.  Whether you are the business owner or sales person specifically, if you play any role in developing new business, these five truths apply…

Read More

Check out last week’s video about selling the Process. Process is part of your sales package, which must also include Features. Often confused with benefits or values, this video explains what features are and how to list your own service features. When you sell knowledge, this work becomes essential! To launch your new career as…

Read More

“What should I do with this email list?” Not an uncommon question, and there are numerous strategies and tactics you can employ to make the most of your email list. But before you design your cadence, you must determine your governing strategy, which is more about your business than it is about your email list.…

Read More

Last week we took a close look at enterprise sales and the various level of customers within each client organization.  This led us to Educational Sales. But what is educational sales? And how do you do it? Why educational sales B2B sales will always be decision by committee. And not all people involved in the…

Read More

A recent project I had included writing a sales strategy for a company that sold an outsourced business service to larger business clients. In other words: B2B service sales. The trick was: their target clients were companies who did not currently have this function in house. Hence their need to buy an outsourced solution. Many…

Read More

That is: if you want to grow your business. People who work with me regularly are familiar with my approach to sales, which is to refocus it on “buying”. A commercial transaction requires actions performed by another person. That is the key to a new sale: it is actually the other person performing the act…

Read More

We established you should discuss price. But what should that price be? From my Friday YouTube series: Consultant Corner 0.56 Benchmark – Market rates 2.24 Upside – Client Wins 5.15 Downside – Your Costs My online Courses: How to Start a Business as a Freelance Consultant : http://bit.ly/udemyBC Effective Decision Making in Business: http://bit.ly/udemyDM

Read More