Speak to the right person… always!

If you’re desperate for making the quota, get this, you won’t. Especially if you keep doing the same things and expect different results. The other day I spoke about the importance of having a rock-solid sales process, but even the world’s best process won’t save you if you’re speaking to the wrong person. And guess, […]

Don’t sell without a process

I’m relatively new to sales and business development. The shift from marketing/marketing communications wasn’t really a smooth ride since I took it upon myself to create a sales process from the scratch. Apparently, there is and element of risk when you’re being proactive. I hadn’t realise that up until that day when I got on […]

The buyer’s process

If you’re an entrepreneur or a freelancer or a business development expert you’ve been shown the door, brushed off, asked not to contact again or worst, been told: “they’ll think about it and get back to you.” Right? If that’s you, then let me tell you one thing — I’ve been there myself and can […]

How Content Can Push Consumers Further in the Buying Cycle

A sensible post on how valuable content push your potential customers into the buying cycle. Which, for the uninitiated, translates to more sales! And let’s not even discount the other great benefits of content but that’s already been discussed here and in about 7.7998 million and a half blog posts elsewhere. Unless you’re in the […]

What’s behind the questions?

Not everyone wants to talk to you (particularly if you’re a stranger) on the phone. And irrespective of what you’re selling, they’re more comfortable doing a face-to-face conversation than even video! Thankfully, preferences don’t come in the way our modern day businesses. What does come as a challenge? Answering your prospect’s questions. Let me tell […]

Education-based approach to marketing and sales

That’s what content marketing is. I know. I’m a content marketer (albeit a reluctant one… I hate to admit I’m one of them) myself! But this isn’t about content, it’s about education. So, we will “use” content for education — the next step. And since education is the process of facilitating learning, or the acquisition […]

What makes you so special?

Used to be a question I used to dread! And I’ve been asked this question at least a thousand times over the course of my life… that’s a lot! I must say for the first half of my life, I struggled to answer it. Why? Because I honestly didn’t think I was special. I was […]

Your best move as a new soloprenuer

I know how it feels having a job one day and staying at home looking at the ceiling the next… wondering what on earth would you do or worse where the heck am I going to get my clients from? One of the biggest challenges solopreneurs face is to keep their sales/business development pipeline full. […]