Sales Articles

Work from home sales activities that boost sales

The disease will pass but your targets won’t. And when it does, sellers that exploited the ‘idle’ time will thrive. These work from home sales activities can help Stay home. Don’t shake hands. Keep social distance. Observe the curfew. And now, don a mask. Face-to-face selling is facing unprecedented challenges. With the coronavirus accompanying us

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Sellers should understand the buying process

Sellers find processes boring and unnecessary, to their detriment. Yet, as a buyer, do you really want to understand the buying process before you buy? Confused? Read on To begin with, selling is results oriented; buying is process oriented. So? Not understanding this difference may ruin relationships and delay completing the sale (closing). Here are

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Drop your pride, sell to the ‘irrelevant’ too

It’s not the voter but the vote counter that matters… The CFO has no desire to insist that your PDQ be the one to be used. He doesn’t care. Be discerning of where the actual sale happens and sell there too. Let not your mingling with executive power cloud your judgment. Simply because the bosses

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Lessons in selling from Valentine’s Day

Tomorrow is Valentine’s Day. Men, you are duly warned. On Valentine’s Day the colour red means the exact opposite of danger; it means safety, love. Then again it means danger for the hapless husband or boyfriend that forgets it! To date, men, still wonder, ‘Why is Valentine’s Day celebrated?’ Valentine’s Day makes a curious study

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Navigating the decision making maze of a business

This dilemma replicates itself in business-to-business (B2B) selling. The assumption, for instance, that a nod from the Managing Director will automatically open all doors to the purchase of your solar panels, is a fallacy. ‘Do you want to speak to the man of the house, or the woman in charge?’ So I once read on

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