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No fear in a TOUGH economy with Strategic Outbound Sales
Anyone in sales for less than 10 years has probably only ever sold in a buoyant economy. Until about four months ago, when an invisible sea change called Covid-19 arrived. Are you pivoting your sales approach to maintain revenue in the new economy? Times may be TOUGH,...
Selling in a Recession
Is it a recession or just a blip on the economic graphs? Whether we're in a recession or a blip, read this book to see that your business doesn't have to struggle. Even if the economy is TOUGH (as emphasised in the title), this book will help you chart a course...
This is Marketing: You Can’t Be Seen Until You Learn to See
This is a Sales Book Club, and yet here we are reviewing a marketing book. The tagline for this month's book is 'You Can't Be Seen Until You Learn to See'. With all the recent changes due to Covid-19, all business leaders and salespeople need to keep looking to your...
Sales Strategy – The phone is ‘dead’, long live the phone
Most days you'll see at least one post on the internet asking if cold calling is dead. Interestingly, the question is always asked by someone outside the sales team. In the last decade, digital marketing has transformed sales and marketing, meeting the buyer where...
Increase your sales opportunity with ’80/20 Sales and Marketing’
Covid-19 has created a seismic shift in the way we do business. Locked in our homes for weeks at a time – society is on the internet. LinkedIn and Facebook usage have massively increased. It’s now even more competitive to get your business voice heard above the noise....
Revenue growth decisions in a fast-moving business landscape
Remember 'The Hunger Games' movie? If the 2020 was a movie, you could be forgiven for thinking we’re racing through a 'Hunger Games' landscape right now. That dystopian movie featured adrenalin-charged characters navigating a frightening obstacle course experience...
‘Never Split the Difference’ in tough negotiations
Strong negotiation skills are probably near the top of your sales requirements right now. The world as we know it has changed forever. We’re still waiting to settle into the new normal, unsure how far off that may be. With so many commercial arrangements up for grabs...
Keep planting those sales seeds
Day 14 of Covid-19 lockdown. Some of us are stepping forward, making business progress, adjusting to the new ‘normal’. For others, lockdown has left us reeling, shocked, lost in our ‘bubble’ and feeling trapped in our suburbs. If your business is deemed an...
Magnify Sales Book Club – Look after your team with ‘Leaders Eat Last’
Leaders are important, especially right now. As the world grapples with remote working and our changed environment, with grief and loss, with uncertainty - your people are looking to you for leadership. If you're in sales and marketing, you should definitely pivot...
Why Sales is like Monopoly
Winning at sales is a lot like winning at Monopoly - an excellent board game for teaching us about how business (and life) works. To get your $200 in Monopoly money, you must pass 'Go'. To confirm that sale, you must pass 'No'. Why is Sales like Monopoly? You must...
Magnify Sales Book Club – Guest Post by Robert Tighe – the timeless classic ‘On Writing Well’ will help you sell
When William Zinsser wrote ‘On Writing Well’ in 1976, the target market was relatively small. It included journalists, editors, teachers, students and people who aspired to write. Since then, the word processor, PCs and laptops, the internet, and smartphones have...
Magnify Sales Book Club – Improve your sales skills now – ‘Selling is not optional’
One - What’s Special about this month’s book? ‘Selling is not optional’ challenges one of the biggest myths that many salespeople and business owners struggle with – 'I can’t do sales'. Not so, says Mike Brunel - ‘we are all in sales’ (page xii, Introduction). So,...
Growing sales is easier than you think
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