Sales Tips

Avoid commoditisation and achieve your price in tough negotiations with procurement and travel managers.

Every day my inbox fills up with emails from people I don’t know. They all want my attention and I get the impression that my email address sits on some gigantic database that churns out a constant stream of badly written sales messages. Interestingly they all have the same theme, which is mainly…let me tell …

Do You Know Who I Am? Read More »

Account Based Marketing (ABM), also known as key account marketing, is a strategic approach to business marketing in which an organization considers and communicates with an individual prospect or customer accounts as markets of one. The approach has been around a few years but with advances in technology coupled with changes in buyer behaviour, we’re …

Account Based Marketing Read More »

Sales is like a game of Monopoly. As we navigate our way around the sales landscape board, the success of our game is heavily influenced by the ‘chance cards’ we draw.  Let me explain. I overheard a conversation between a sales manager and a field sales executive recently.  The field sales person was saying that …

You’ve Won Second Prize in a Beauty Competition Read More »