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Posted on 4 July 2013
I was with a client today who is experiencing some painful challenges growing their business. One of the founding directors, let’s call him John, is a bit of a sales superstar, meeting his sales targets of £400,000 a year. The business has a successful product with high demand and so with a good sales team it should be relatively...
Posted on 27 June 2013
Reaching out and speaking to your customers and prospective customers requires lots of fresh interesting content. With so many businesses now turning to marketing automation to drive their marketing efforts, “content marketing” is becoming a hot topic with more and more people seeking guidance on how to deliver great content....
Posted on 20 June 2013
Where do leads come from? Who owns them? Who manages them? Who actions these leads? Who makes them ‘sales-ready’? These are some of the questions I hear frequently.   I work with lots of smaller software businesses who need to generate more leads for their business and ultimately drive sales success. Poor leads that...
Posted on 13 June 2013
Later in the year Terry Forsey Consulting will be launching an exciting new service. Our “Lead Generation Managed Service” will help smaller software businesses deliver better qualified sales leads, driven by a revolutionary new marketing automation tool. Our new service will manage the entire process of...
Posted on 30 May 2013
For years I have had the following motto on my office wall: “It's your desire NOT your ability that determines your success”. To be successful as a salesperson you need to really want that success and be prepared to invest your own time in making a success of your job. There is a wealth of resources and material available online...
Posted on 23 May 2013
During the sales cycle, it is very easy for sales people to become blinkered. They sometimes overlook what else is happening in their own business, their customers businesses and have limited knowledge of European and global markets. A great salesperson will be switched on to all of the above.   As a salesperson you're...
Posted on 16 May 2013
The most frustrating thing a potential customer can encounter is a salesperson who only knows the features and benefits of their products. Potential customers want to really understand what you can do for them and how your product or service can help them solve a problem or achieve a goal. So they expect their sellers to explain...
Posted on 8 May 2013
Selling solutions cannot be one-way communication from the salesperson to the customer. A good salesperson will ensure they understand what challenges and business pains the customer faces. They will identify the business issues or problems very early on in the sales process in order to help them understand the sales opportunity...
Posted on 1 May 2013
No one should ever stop learning and that's particularly true of sales skills. In the last ten years we have seen some dramatic changes in the business climate including social media, fast broadband, webinars, Skype etc. Each of these has had a dramatic impact on how we sell. As a successful salesperson I know you will have...
Posted on 24 April 2013
Congratulations to one of our customers, for achieving international success with their iBroadcastTM network monitoring system. Download full version

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