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A basic foundation to sales success is knowing and working on you key conversion rates. Once you have that working for you, you can then build on it and unleash the sales artist in you. Read More

In sales and in business, it is sometimes (often) helpful to get noticed and get remembered. What have you done to get noticed and remembered? What has your retail store or company done to do likewise? Read More

Stop wasting time trying to manage time, you can sell more by using it. Read More

Do it yourself is great for deck and porches, not sure it works so well in court or training, what do you think? Read More

Most sales managers we talk to believe that the worst is over. However, when we discuss the issue with them, it becomes clear that their renewed confidence derives from improvements in selling as much as in general market conditions. In this post we summarise some of the ways that these forward looking organisations have changed the way they s Read More

Before you begin to sell, you will need to decide who you're going to sell to. This means finding your Target Market. If you know who you're selling to, you immediately have the advantage of being focused on a specific market and knowing who and what you need to research. Read More

Much has been written about why customers buy. There are theories about timing, about making sure you're in front of the right prospects, about the role of trust... But not as much has been written about why customers don't buy. Read More

Selling software into the Enterprise space is a lot different than selling to small businesses because you typically need a sales rep to do it. Being successful requires that you follow good leads and ignore bad ones. This article explains a sales methodology you can use to help separate the two. Read More

There is often a fine line between brilliant strategy and unethical business, it usually comes down to intent, character and the tactics used to achieve their goals. Read More