Sales
Next Entries »How big is your pipeline? Breakeven Analysis 101 part 2!
Saturday, November 10th, 2007If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting!
A few months ago I did an entry on using a simplified financial break-even calculation that a business owner could use for high level strategic planning based on what they’d like to make. You can see the details here.
As [...]
Is the Price Right?
Thursday, October 25th, 2007We had a great discussion this morning at a BANG! meeting about the need and the fear of raising prices. The general consensus was that everyone had entertained fears that a price hike on their services would drive away clients.
We also generally agreed that the reality, assuming you had quality service that wasn’t a commodity, [...]
So what are you implying?
Thursday, October 18th, 2007A few weeks ago I referenced SPIN Selling for an article and I thought I’d follow up with a quick overview. It’s a great book (highly recommended) and it’s a must read if you are involved in large ticket sales in any way or if you just like to understand some of the science behind business.
It [...]
Whose system are you using when you sell?
Friday, September 7th, 2007I had the opportunity to participate in an interesting conversation this afternoon that reinforced some fundamentals of sales that I sometimes forget about.
The essence of the conversation was why would you need a system for selling. Admittedly it’s not easy, but isn’t it as simple as contacting a potential customer and asking them if they’d [...]
