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How To Approach A Prospect For The First Time
There’s a never ending debate in the sales community; When making an initial approach to a new prospect, should this be done by phone or email?
The Power Of “So What?”
Sales people are told to explain their product’s features and benefits, but that’s unlikely to actually win the sale. What we need to do is understand the real value that the prospect is going to receive from our products and asking the question “So What?” can help us do this.
Growing A Business Without External Funding
Bootstrapping is a really common strategy in the early stages of many businesses. It allows the founder(s) to build a customer base, revenues and profits at their own pace.
What Makes A Good Sales Person?
It’s one of the questions I’m asked the most. Good salespeople are one of the greatest assets to any business, but what is about them that makes them stand out from the crowd? There’s a common misconception that sales people are good at talking, that they have the...
How To Sell Products With Multiple Options
Selling isn’t always easy. Quite often, and especially if your product or service has various options at different prices, you won’t be able to offer a price that’s immediately accepted. You might well have to enter into some elements of negotiation to find a point...
What’s In A Name?
I often get asked where the name Proten Sales Development comes from. One of the first challenges you face when setting up a new business is what to call the business. Should it make reference to the founder(s), should it describe what they do or what they offer, or...