How value-based selling protects profit and builds customer confidence Discounting has become one of the most common sales tactics in business. When a customer hesitates, many salespeople instinctively lower the price, believing it is the quickest way to secure the...
What small business owners should check before placing blame Every small business owner remembers that month where the phones were quieter. Website enquiries slowed. Quotes went unanswered. Long standing customers delayed their purchases. Revenue dropped and suddenly...
Improving sales systems to increase revenue When business owners want to grow revenue, one of the first thoughts is often, “We need more salespeople.” It seems logical. More salespeople should mean more sales opportunities, more customer conversations, and...
How Small Businesses Can Avoid Wasting Money on Ineffective Training For one small business who we recently worked with, every dollar mattered. They did not have the luxury of large budgets or time to experiment. When they invested in something, it needed to work. So...
As a small business owner, you might be the one closing deals. Or maybe you have a small team where every conversation counts. There is no “spare capacity” and no room for long dry spells. When sales dip, you feel it immediately. So when the idea of investing in sales...
