author Bill Carson, Nov 27, 2016

In this video, we’ll look into – Could Ancient Selling Skills be Killing Your Business? Where sales people are using selling skills that are outdated and look “pushy.”

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author Bill Carson, Nov 15, 2016

  To Discount or Not to Discount? Are you or your salespeople discounting to win business? This is a common problem that I’ve observed with a lot of clients that I have worked with. What causes this problem? There are many reasons. Firstly, there is the pressure we put on ourselves to win the business. […]

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author Bill Carson, Nov 15, 2016

  Are You Hitting Your Sales Targets? Are you or your sales people falling short of your sales targets? When this happens, we normally blame the externals – we blame the quality of leads, we blame the products, we blame the competition, we blame the pricing. We blame the government and we blame our Managers! […]

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author Bill Carson, Nov 15, 2016

  Are You Happy With Your Sales Conversion Rate? If you or your sales people have low conversion rates of 25% or 33% [1 in 3 or 1 in 4], then this is costing your business a lot of money in wasted sales activity and resources, and missed revenue. The conversion rate I am referring […]

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author Bill Carson, Sep 24, 2015

Are you hitting your revenue goals? End of the financial year and it is time to reassess and ensure the right people are in the right roles to hit your revenue goals for this year.  Every Sales Leader/Manager has the challenges of lacklustre performance from one or more team members. Is the Salesperson’s under-performance caused […]

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author Bill Carson, Sep 15, 2015

Meanwhile, at the forefront of your marketing effort should be the sales process. This covers the actual buyer-seller interaction, wherein the skills of the seller are highly important. Sellers must be taught NOT to push your products onto the buyer, but to engage the buyer in Collaborative Solution Selling, lest customers would feel overwhelmed and […]

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author Bill Carson, Sep 15, 2015

How should entrepreneurs, sales professionals and sales leaders design marketing and selling strategies to get their desired results?   To give us a starting point, marketing expert Laura Lake differentiates sales from marketing1 in this statement: “If we broke it down to the basics, marketing is everything that you do to reach and persuade prospects […]

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