Category Archives: Sales and Marketing

De-mystifying cross-selling, up-selling & incremental selling:

  While cross-selling, up-selling, incremental selling all may sound like mumbo jumbo, it is all pretty straight forward and an essential part of your proposal to your customer.    Some of the verbiage of sales is, I think, what puts off non-sales people and it stops them getting to grips with what are perfectly legitimate functions…
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Understanding the value of your proposition

One of the biggest mistakes start-ups make is to be so focussed on their amazing idea or great product, they fail to stop and consider if their customers will find it just as desirable.  Or worse, their own conviction makes them dismiss this as inevitable.  Sadly, here is nothing inevitable about it.   Without creating a…
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How to value yourself when selling

  During the sales workshop I did at the  wonderful WiRE conference recently,  many delegates talked of their  lack of clarity on price and value.  Because we either don’t understand, and or under-rate what value is when it comes to selling, we get price problems as a result.  I often hear people say with both…
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