Pre-Call Preparation for Sales Success

Many sales people can increase their success through more effective pre-call planning and preparation. But exactly how much preparation is required for your sales calls?

18 things to remember about
Selling Complex Solutionss

Selling complex or high value solutions is sales par excellence. Here is a checklist of 18 things to remember.

A New Science Shows
How to Sell Software Quality

The fact that many corporate buyers experience problems with software purchases has major implications for those of us in sales. But, if you (and your organisation) have embraced the new science of Software Quality Engineering buyer scepticism can play in your favour.

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Why Engineers Have the Edge in Sales

Sales people are increasingly likely to be from a technical, or similar background, and buyers are glad.

This article outlines why engineers have a natural advantage in sales and outlines the supports they need to succeed. It also provides non-engineers with suggestions as to how they can increase their sales effectiveness.

A Checklist for Delivering
Successful Webinars

Webinars are a cost effective means of showcasing your company’ expertise and solutions. They can be used to boost your company’s profile, as well as to generate and nurture sales leads.

This checklist will help you plan and deliver successful webinars.

Getting the most from
Conference Calls with Sales Prospects

In many ways a teleconference is more demanding than a face to face sales call – the level of interaction is limited, communication is more difficult and it’s not so easy to gauge reactions.

Here is a checklist to help you ensure the success of teleconferences with sales prospects. It includes items of preparation for; Before, During and After the call.

Repositioning yourself as a:
'Consultant', 'Advisor' & 'Specialist'?

In recent years most sales professionals underwent a re-branding when it became unfashionable to be a sales person, or sales rep. We were re-packaged as a 'consultant', 'advisor', 'specialist', or some other more more impressive sounding title.