Category Archives: Sales and Marketing

How to make incoming calls into increased sales:

 We all work incredibly hard at our marketing.   We may well work hard at presentations and even attack the “dreaded” cold calling.  But one area of sales that can easily be overlooked is the handling of incoming enquiries.  This can be an expensive oversight.  The people who make the effort to contact you are your…
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Visions, missions, USPs, KSPs – they are not just empty words

At a first glance, your vision and mission statements may not seem a fit with the rest of the sales and marketing acronyms.  We all know that visions and missions are vital for you and your staff to get excited about leading to real buy-in to the business.   But the ethical and emotional stuff that…
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The Three Sides to Customer Service

There are three sides to look at when you are thinking about customer service: your strategy, the what, why and how of what you are aiming to achieve; your people - the people who are going to deliver it, your customer – and what they want out of it. Each of the three is equally…
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Is price really the issue?

When I am talking to SME owners about sales, I often hear wails about how their customers do not appreciate the years of training and experience they have had and how undervalued they are. Now, I have to harsh here. Elephant trainers may well have years of experience in elephant training but it does not…
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