Articles

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 […]

Sales Key Performance Indicators (KPIs) can make or break your sales results. KPIs are the vital navigation instruments used by managers and leaders to understand whether they are on course to success or not. The right set of KPIs will shine light on performance and highlight areas that need attention. Here are five common mistakes […]

If the price question from your prospect is a nervous cliffhanger in your sales calls, maybe you need to rethink when to have the conversation about price. Leaving it until the end and waiting for the prospect to ask can bring unnecessary tension and an awkward end to the meeting or start to a negotiation. […]