Delivering Value - CEO Online

Stay In The Game

Thursday 19 August 2010

After a great deal of effort you have finally made contact with a prospect. You meet with them and they express interest in your solution or offering. You send additional information and schedule a follow-up session. However, now you can't seem to make contact with your prospect.

32 Fatal Negotiating Mistakes That Cost Salespeople Money

Tuesday 6 July 2010

Most sales people are required to negotiate with their prospects and customers. But let's face it, today's consumer and corporate buyer is much more aggressive when negotiating the terms of a sale.

6 Steps To Finding Hidden Value In Your Client Base

Tuesday 11 May 2010

Whether you have a retail business, a professional service business, you're a distributor or producer of products, or an owner of any other sort of business, you will appreciate that the fastest way to increase your revenue is to grow the value of your existing client base.

The Sale You Can't Close

Wednesday 5 May 2010

We've all been there. After countless calls, meetings and an endless amount of work, you just can't get the customer to say "yes" and move forward.

Increasing Your Sales By Giving It Away

Monday 21 September 2009

What makes you better than your competition? When you start giving away your services, your ideas, you will see your sales skyrocket.

Avoid Commodity Selling

Thursday 9 July 2009

The reality is, most salespeople tend to turn a very unique product or service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.

Generating Ideas That Create New Value

Monday 25 May 2009

What can businesses do to move forward in this economy? While there is much a business can do, one of the most important actions is to generate ideas that create new value.

How To Create More Demand During Hard Times

Wednesday 10 September 2008

As businesses prepare for a downturn in demand, the corresponding upturn needed in activity and proactive sales action are often difficult to create. Managers and staff are of course capable of lifting their efforts, but people find it difficult to do more work if they are less than confident at ‘creating demand'.

Losing A Sale Is Never, Ever About Price Alone

Friday 9 May 2008

If price was the main reason for losing a sale, it would be a lot easier to win by simply dropping it. The reality is, there are solutions customers will pay a premium for.

How To Revitalise Your Small Business Using Powerful, Low-Cost Marketing

Thursday 17 April 2008

Too many entrepreneurs, small business owners and sales professionals are wasting their time, money and efforts with traditional marketing practices. These practices are washed-up, worn-out and do not deliver profitable results. So what can you do today to make a difference tomorrow without breaking the bank?