Category Archives: Sales and Marketing

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What a difference a voice makes

What a difference a voice makes
We all react to people and make assumptions if not judge them consciously and subconsciously.  Even if you see someone in the pub for the first time, there is an initial primal reaction to the way people are, there are assumptions based on age, sex or looks, facial expressions and a whole manner of other…
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De-mystifying cross-selling, up-selling & incremental selling:

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

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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