13Aug 2020

How do you make sure you convert the “demo”? Somtimes the final step in the sales pipeline.. You work for such a long time to finally have an opportunity to demonstrate your product or service, this is your time to be personal and shine. Here are some top tips. DISCOVERY! 1. Book in a discovery Continue reading »

06May 2020

Some businesses have had to pause as a result of Covid-19.  As we begin to think more seriously about some kind of inertia returning, here are 12 ideas on sales that might help. 1. Everyone loves a surprise, and hates a disappointment If there’s a term or condition associated with your service, or a premium Continue reading »

28Apr 2020

The news has been full of people who make wild claims about solving the Coronavirus pandemic.  Disinfectant, ultraviolet light, malaria drug?  The problem with the world is that fools and fanatics are always certain of themselves, and wiser people so full of doubts.  And therefore the wise ones keep quiet, or are suppressed by the Continue reading »

30Mar 2020

Even though people are at home, it doesn’t mean you have to stop thinking about the future. Here’s some simple ways to help others, or ask others to do that will put you in a great position to carry on selling, whilst not directly contacting your prospects.  Just remember though, people are busy, and have a Continue reading »

22Mar 2020

It has been, and will continue to be a period of unprecedented change as the Coronavirus impacts us.  A few thoughts here based on both personal and points from others in the past week. Don’t react too quickly In times of stress, we can sometimes act now, and think later.  I have resisted posting on social Continue reading »

03Mar 2020

“It is literally true that you can succeed best and quickest by helping others to succeed.” – Napoleon Hill That is an interesting quote by Napoleon Hill, the author of “Think and Grow Rich”.  A book written almost 100 years ago, but still referenced by many today.  Bring those thoughts to the modern day, and Continue reading »

18Feb 2020

Chris Wilson, Managing Director of Adamo catches up with Nick Bramley from the Impactus Group.  In this episode of the Impact Sessions, Chris and Nick share a host of ideas around how to be more pro-active with your sales function. Take a look at the video here, or via Itunes via Continue reading »

28Nov 2019

I met someone recently who was waxing lyrical about their database.  It had 1,000’s of prospects on it.  On checking when it was last checked for accuracy, and whether it contained “do not contact” records, it appeared it might have been more than 4 years ago, and anyone who had said “do not contact me” Continue reading »

11Nov 2019

Being on the phone quite a lot, or listening to my team engaging in conversations with potential prospects, it’s about time we noted the importance of the gatekeeper. Depending on how you approach them with your Telemarketing, they hold the keys.  Here are some ideas: It’s not a battle. They have the information you need, Continue reading »

28Oct 2019

This week I had a call from a sales person asking whether I would be returning. Commendable. I replied politely that I had some personal reasons why I would not be returning, but why don’t you speak to XX who knows all about this. Rather than accept that, the sales person pushed me for a Continue reading »