They said we were crazy to launch a small business consultancy in Vancouver when we had: No relationships No local track record No start-up capital But, we weren’t worried. After all, it was autumn 2008: It was the middle of the greatest economic meltdown in 70 years The Olympics were coming and no one would… Read more »
Sales
The Best Sales Team Meeting EVER
A sales team meeting is used to identify, develop, and train sales improvements. The meeting is a forum for promoting the professional development of all participants as they discuss sales related problems, share their unique expertise, and build the Sales Team’s camaraderie.
Don’t Hand Out Business Cards: And Other Counter-Intuitive Tips for Attending a Conference
It stuns me how many people mope their way into a conference. You’re out of the office! You’re in a room of like-minded people! You are surrounded by opportunity!
How to Keep Your Clients: Account Review Meetings
An account review is a regularly scheduled meeting between a supplier and client. It is an opportunity to review each others’ performance and working relationship and, to develop that relationship further.
RFP Responses: The Winning Formula
An RFP (Request for Proposal) is issued as part of the procurement process to allow multiple suppliers to competitively bid on providing a product or service. If you are responding to RFPs as a business channel, employ these best practices to win more contracts more often.
Creative Market Segmentation
I’m in the market for a house. We relocated to Vancouver a couple of years ago and decided to rent until we were more established in the new city. But with two small children and two growing start-up businesses, it’s time to put down some more permanent roots. Now that we’re looking at buying, I find myself closely analyzing the options for contractors and interior designers.
Key Supplier Attributes
“We offer the highest quality, the best service, and the lowest price. You can have any two you want.” – Unknown Salesperson There are many attributes prospects are looking for from their supplier and the salespeople who say “they all just want the cheapest one” is doing your company a disservice. Describing your prospects’ possible… Read more »
Getting Good or Avoiding the Bad
“Prospect Theory” was first published in 1979 by Kahneman and Tversky, and though many would think it was about finding new business, it is instead, a theory that looks at how people make choices between alternatives. The purpose of this article is to explore how people make choices and how you can apply this knowledge in your pursuit of persuading people, whether they are your clients, your staff or your manager.
Four Steps to Generate Curiosity
You’ve got an excellent targeted list of companies, and with some, you have the decision makers’ names. You have the perfect solution for them. If only they knew you existed.