Articles

We all have days when the sales issues seem just too hard to conquer. The customer finds a cheaper alternative, you find a strong existing supplier relationship too hard to crack, there is a simple lack of budget, or like the majority of opportunities lost, there’s just ‘no decision’ made at all. A principle that […]

A look at what kinds of things you can (and should) systematise, and the importance of evolving your systems as your business changes and grows. A vehicle needs its engine and chassis to be kept in good working order if it’s going to reach its destination safely. That’s why new cars are sold with a […]

Most people will probably associate the words influence and persuasion with the sales process. However, influencing – getting another person to accede to your requests – is at the core of most soft skills, including leadership, negotiation and teamwork. All of these functions require us, at some stage, to influence and persuade others. It may […]

Great salespeople ask great questions, and they have a questioning strategy that flows. Knowing what question to ask next relies on many things. These will include your clarity on the objective of the meeting, your knowledge of the customer and their business, your product knowledge, your business acumen, your listening skills, your ability to stay […]

 Like any good design, a good website should be created with the user in mind. That sounds obvious, but it is often overlooked when you are faced with the seemingly huge task of building a new website. The traditional navigation breakdown of a website often presents a business a period of jarring introspection as they […]

Founders: Emma and Mark Black HQ: Queenstown Tell us about your business. At CloudmyStaff we are focussed on providing our clients with a user-friendly, simple approach to all HR and Health & Safety functions by providing accessible tools for staff at all levels across an organisation. Who and where are your target customers? Small to […]

If you managed to reach or exceed your sales targets in the last financial year, well done. It was probably harder than ever though, and one of the key culprits is the ‘Long Sales Cycle’ – the Golden Staph of Selling. Here are my top five ways to shorten sales cycles: Stop talking to the […]

How do you determine the price to charge customers for your products and services? Here are some typical methods: Charge a bit less than or the same as competitors Charge a bit more than the product or service costs Charge as much as you need to earn to cover your costs, i.e. break even Charge […]