Tag Archive for: Sales Collateral

Unlocking Growth: The Importance of Customer Market Focus

Who are your customers & what do they want from you?

These are two simple questions which many businesses struggle to be able to define.

If you don’t know who your customer is, then it is impossible for you to maximise your business potential, because you won’t fully understand their needs and you could be leaving sales opportunities on the table.

Even worse, if you don’t understand your customer type, then you are oblivious to the fact that they may be on the path to extinction – which means….that your business may only be a few steps behind.… Read More

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Elevate Sales Effectiveness: Harnessing Quality Collateral

Selling is about showing your customer in a convincing way, that your product (or service) is worth the value you are asking and….. that it meets their need or desire. Naturally, this point is not rocket science, albeit the way in which you show them or prove up the value of your product can have many layers of skill to it.

Over many years of working in a sales environment, we have noted that the vast majority of customers are visual in the way in which they assess the value of a product. What this means is that when … Read More

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Mastering Effective Business Reporting

To run a business efficiently and profitability takes more than just luck. In addition to having a good service or product, successful businesses typically have a strong management information framework in place to ensure all of the critical elements of the business are running correctly.

I often liken this information to the dashboard instruments in a car – where you have a range of information to let you know how you are travelling and the condition of the car. A good management information pack does the same for a business.

Every business has “key elements” in it … Read More

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