Articles

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 […]

Did you know that 35 to 50 per cent of deals go to the vendor who responds first? This succinctly distills the essence of online sales and marketing down to its core component. All the work online marketers do is for the deal, but in the end it may come down to your response time […]

Remember the world without the internet? Back when if you bought a car and weren’t satisfied, you had little chance to have your complaint heard? Your options for expressing dissatisfaction were limited to visiting the car dealership and complaining to a salesperson, or mailing your grievances directly to the manufacturer. And even if you did make a […]

Founder: Steve Cormack HQ: New Plymouth Tell us about your business. I am a contract mechanical design engineer, specialising in product development. I transform ideas into successful new parts, products, and production machinery. Who and where are your target customers? My target customers range from large scale manufacturing companies to sole operators who have a […]

It’s a hard life as an entrepreneur – customers with ever decreasing budgets, salespeople with ever increasing targets. Sellers have always had to deal with difficult people (aggressive buyers, demanding customers, obstinate internal colleagues) but these days, people seem to be more ‘difficult’ than ever. One of the questions we often get asked is “How […]

If you’ve been in sales long enough, sooner or later you’ll be called on to breathe life back into cold clients. And yes, you can do this! I’m talking about winning back those customers who used to buy from you or from your business, who have gone cold and are no longer your customers. Many […]

Successful Waikato-based business incubator SODA Inc. has launched a Regional Partner Initiative, which further expands its incubation model. Successful Waikato-based business incubator SODA Inc. has launched a Regional Partner Initiative, which further expands its incubation model. “As founders with good ideas and business growth advisors with the right experience can be found anywhere, our programmes […]