If you have a business where your customers need to connect to different service delivery points around the country, then you should investi…
If you have a business where your customers need to connect to different service delivery points around the country, then you should investi…
We all know how important getting a ‘yes’ is, but how important is the word ‘no’ in sales? For some companies the word ‘no’ is just as (if n…
Everything lines up: your solution is a very good match for the client company, you have ticked all the boxes, but the deal is rejected. You…
It’s fair to say that I’ve been around the sales block a few times, or maybe three, but who’s counting? In my 15 year career ‘selling’ at th…
Regular readers of Internet Secrets might recall a piece we covered some time back on communications ‘channelism’. This term refers to …
Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. It’s true man…
I’ll often say that The Five Love Languages is the best book I’ve read in years. Now, it has huge pink love heart on the front cover and has…
Building on my article ‘Where is my inner six year old when I need them?’, using effective questioning techniques is one of the most signifi…
Dear Aunty B, We are a start up and have a great new product that we’ve been road testing for the last few months and are ready to hit the …
What’s happened to having a pleasant, hassle free customer experience in this country? We are hearing more and more war stories from custome…
This article first appeared October 1, 2009. Dear Aunty B, I run a start-up business that is in a niche space. But we are fairly easy to co…
Let me share a story with you to help answer your question. I was once involved with a small but successful advertising agency. This agency …
