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For too long now selling has been pretty much focussed solely on price. Businesses have relied on a model of high-volume sales, with driven down prices, to beat the competition, all leading to reduced profit margins and the chronic challenge and pressure for more and more sales.

Instead of this the focus should be on quality in everything! The aspirational companies ...

Sometimes a customer will just up and leave your business, they’ll stop interacting with you and buying from you. And this is sad. But what’s the number one reason why people choose to leave one business in favour of another?

You might think it’s a massive customer service failure or they hate the product, but no! Actually, 65% of customers report that they leave one ...

Dealing with difficult customers is an integral part of the telemarketer’s role and, done well, can result in significantly higher lead and appointment generation rates.

Yet, handling customer resistance, particularly over the telephone, can fill even the best people with trepidation and awe. Indeed, without a successful resistance handling strategy, a telemarketer will be ineffective ...

Sometimes the perception is that telemarketing fails to deliver the expected returns and, therefore, has a limited role to play in a marketing strategy. This usually stems from an out-dated view of what telemarketing really involves.

The reality is that many businesses reap substantial returns and that’s why they continue with their telemarketing programmes, year after year.

But ...

Imagine the scenario:

You walk into the camera shop and start to look around – you can’t see any sales staff; the information is poor and you can’t find what you’re looking for…so you leave.

But what if a polite, and helpful sales manager comes over and asks, “Can I help you?”

You’re far more likely to stay, glean the ...

Like most businesses today you probably rely heavily on digital marketing to attract, win and retain new customers.

You’ll probably have a website, which presents your products, services and unique selling points. You’ll also use other digital tools, such as search engine optimisation, pay-per-click, blogs and social media, to encourage new customers to “reach into” ...

If you’re responsible for generating new business, you'll appreciate that the Quarter 1 is a vital period to get ahead of the curve and set things up for a successful year. That said, if you are not where you had planned to be right now, it doesn’t mean all is lost.

Sales and marketing staff are expensive, especially when they are missing new business targets. But what ...

Are you getting the right return on your sales and marketing spend?

It’s a cruel reality that for many businesses the sales and marketing lifecycle is broken. In fact, this is one of the main reasons why so many new businesses fail before they reach their third year. 

If you are a business owner, or you are responsible for sales and marketing, you ...