How the Minnow Beat the Shark….a sales tale.

You can win large sales opportunities against large competitors. This blog will show you how one of our clients beat a major multi-national software company for a lucrative software licensing and implementation project. How can a small company compete when faced with a well-known global multi-national chasing the same client? […]

Sales is not always about sales

You may not be meeting your sales targets and wondering how you are going to fix it. Forget about all the obvious reasons and consider that your sales performance is not about sales at all. There may be another reason that is totally off your radar right now. Your company […]

Three Ways to Convert More Leads to Sales

Here’s a simple business truth: No matter how many leads you get through the door, if you can’t convince them to BUY, it won’t do you a bit of good! Here are three critical ways to get interested parties over the hump: 1)—Credibility, Credibility, Credibility. Before someone will hand over […]

10 Practices of a Sales Professional

Develop credibility and thought leadership in your domain. Establish a network of quality contacts in your domain – even if they are competitors. Research and study constantly to expand your domain knowledge. Reasearch and study topics in the periphery of your domain knowledge to gain a big picture perspective. Explore […]

How a new CRM transformed a small business

If you have been in sales for a few years you will likely be aware of the may options available for businesses wishing to implement a customer relationship management solution.  The range of offerings can be bewildering if you are not clear on what you need for your busienss.  Some […]