I was asked the question the other day, what is an appropriate amount of time to leave before following up on an email with a call. I found it an interesting question, one that I had not thought about so often previously, as it had become second nature to me. So what is the answer?  

When we are starting out in anything new, there is a lot to learn. This is true for selling as much as it is for anything else. That’s why when I go into a meeting, or when I jump on a call, I love a good cheat sheet.

Selling large higher priced solutions can be very different from buying smaller, transactional items. One of the reasons for this is that the higher the price tag, the bigger the decision for the buyer. Size does matter.

We often talk about the challenges for founders, in particular founders of For Purpose organisations and social enterprises. Perhaps the most important factor in starting an impact focused organisation, is the least talked about. Courage.

A common challenge for business-to-business salespeople selling large complex solutions is to know how to talk about pricing. Sometimes, even knowing what price to give for your service can be tricky. In this sales challenge, we’ll look at some key ideas to help you feel comfortable and confident when talking about pricing when selling B2B.

In business there are a lot of terms that get thrown around. People often talk about Bottom-Up forecasting, or Top Down planning. What’s the difference - and which is better?

In-person vs Zoom vs Phone vs Email: What is the best way to contact customers? Those out there selling digital solutions would have you believe that you can reach more prospects by using digital communication. Why travel when you can Zoom? Why have an hour meeting when you can have a 5 min phone call? It does make a difference.

This is a question that I think a lot of us ponder, but we often are not clear on the answer to. Let’s take a look at the main differences between Sales & Marketing, so that we can understand how to approach them differently.

When speaking with business owners during my courses and coaching sessions, one thing I always do is ask them about a current challenge they are facing. We then discuss it and see how we can workshop an approach to solving it together. I thought it may be helpful to share some of the challenges that have come up in those discussions and provide them as mini-case examples to talk through, with some ideas and techniques to help overcome them.

Today’s Sales Challenge: Loyalty to Existing Relationship

Does this sound familiar? You are starting to build your business, things are going well – but you are struggling to maintain the level of service you would like to provide. You still need to find time to hustle and build new business – and your existing customers are feeling neglected. Here are my top 3 tips to maintain your customer relationships – without killing yourself in the process.

Selling to businesses is not the same as selling in retail or to consumers. Business sales are usually of higher value and more complex. In my experience, the most common mistakes people make when selling to businesses are when they try to push things through or rush things – without walking the customer through what they need to make a decision.

Here are the Top 3 Mistakes people make when selling B2B.

Have you ever heard the saying “He can sell ice to Eskimos!”? Well, anyone selling ice to Eskimos is not a salesperson – they are a con artist.

Sales is not about sleazy tricks or pushing people to do things. Sales is about helping your customer to solve a challenge that they have, with your product.

Here are my top 5 tips on how to sell to businesses, without being a sleazebag.

Your business will be successful if your customers are successful. Customer Success is a way of supporting and growing business with existing customers, in a way that is focused on their success.