27 July 2017
The Most Common Reasons Businesses Lose Sales at Exhibitions

Dubai is the home of exhibitions and events in the region. Every year, there are hundreds of opportunities – big and small – for businesses of all sizes and ages to promote themselves to the local and international market. The exhibition season starts around September, and goes on till May, with a few events through […]

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The Most Common Reasons Businesses Lose Sales at Exhibitions
03 May 2017
The Big Spend: How to Increase Your Wallet Share
Random Acts of Upsell - part two

In last week’s post, we identified the 4 keys to creating an effective, structured upselling approach in your business. If you missed it – click here to read. Once a lead has become a client (agreed to buy), the next area to target is increasing your wallet share. This is different to market share, and […]

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The Big Spend: How to Increase Your Wallet Share
26 April 2017
The 4 Keys to Upselling for Higher Profits
Random Acts of Upsell - Part One

There are two ways to make more profit: a) generate more revenue, and b) lower costs (increase margin). Every other ‘strategy’ will ultimately boil down to one of these two. Either increase the total, or increase your share of it. The latter is a series of articles on its own – and a really good […]

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The 4 Keys to Upselling for Higher Profits
18 April 2017
3 Fundamental Keys to Convert Your Leads

Even the best laid plans sometimes fail — and despite well-informed decisions in your marketing outreach, only a certain percentage of your money and effort will to turn into solid leads.   Since we can never say for sure how many people we’ll actually get on the hook… and how many of those will actually […]

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3 Fundamental Keys to Convert Your Leads
12 February 2017
How much is your sales team costing you?

If you felt the First Sales Mistake was the worst one to make, I have some unpleasant news: it can actually get worse. Much worse. If your sales team are taking orders, they’re still making money. Sure, they’re not doing what you’re paying them for, but it’s better than nothing. What’s worse than paying for […]

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How much is your sales team costing you?
30 January 2017
Are your sales people making this crucial mistake?

If I got a dollar for every time I saw sales people behaving like, well, not-sales people, I’d be too rich to care about this issue. But I do care… not just because I’m not getting that dollar each time, but because of the tens of thousands of dollars I see being lost every day. […]

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Are your sales people making this crucial mistake?
22 July 2016
The Crucial Difference Between Sales and Marketing
A lesson from the cavemen

Most companies today have a division/person who is responsible for “Sales and Marketing”. There is no doubt that Sales & Marketing are crucial – without them no customers would know about the business, no sales would be made, and the company would suffer. The challenge comes when – instead of doing Sales and doing Marketing […]

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The Crucial Difference Between Sales and Marketing
20 July 2016
What is your prospect really saying?
Communication is the response you get

If you’ve ever tried selling, you’ve probably come across the prospect who stays on the fence when it comes to making a purchase decision. They don’t say “Yes”, but they don’t say “No” either. You’re then in that unfortunate position where you’re always following up, and they’re always asking for more time. One of two […]

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What is your prospect really saying?
18 May 2016
Three ways to ruin a first date
Did you even plan on having a second?

No, I haven’t become a relationship coach. But I do know a thing or two about getting a second meeting. And ruining the first interaction is a definite no-no. Selling is a bit like courting. First you find out the name, then get some kind of contact, and – if you’re smart – use someone […]

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Three ways to ruin a first date
30 March 2016
Too much salt in your sale?

Salt is almost a basic ingredient in cooking, because it unlocks the flavour in the food. But too much salt? Unpleasant taste, hard to swallow and covers the taste of everything else. In your sales process, how much “salt” is there? There are two things to talk about in any sale: features and benefits. There […]

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Too much salt in your sale?