Businesses are frequently encouraging their people to be more creative, develop new opportunities and drive innovation and growth. That’s all well and good but how do we spot new trends, drive innovation, and sell better so as to secure our future? There will be many variables to consider in each of our answers to this question; however, there are three core things we need to master if we want to

Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or service and, within minutes, learn about your product, your competitors, what customers think of you, and find the lowest prices. So, with this kind of information at their fingertips, why would they need to meet with a salesperson? It’s a

So how do we reach prospects and keep the door open? While everyone is trying to go big – go small and use innovation to capture share of mind. Imagine you are at home opening your mail and you find an unsolicited brochure about some product or other. What do you do? Chances are you drop it in the trash. Well, the vast majority of leads to whom you send

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated when they find that the expected boom in sales doesn’t materialise; that their salespeople continue

How many people in your business are in contact with customers on a daily basis? How many of them would be presented with new business opportunities but wouldn’t know what they look like or what to do with them? Lately, we are hearing a common theme coming from CEOs, sales leaders, and partners at professional services firms: “My team cannot spot a business opportunity even when it’s right in front