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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Marketing: 7, Sales: 0?

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Humm…

But after all, what do marketing and sales have to do with the results of a possible soccer match?

Everything and nothing…

Nothing, because they are not comparable; everything, because sometimes the interaction between marketing and sales resembles your national soccer team.

Have you noticed that we have a group of stars and that the sum of their skills should make an exceptional team with exceptional results?

So why can’t it?

It’s the same with marketing and sales.

We often have an excellent sales team, professional, dedicated, dynamic, and fighting non-stop.

In parallel, we also have a marketing team that is a pleasure to watch, creative, dynamic, and many times brilliant.

Like the national soccer team, the sum of the parts doesn’t often produce something extraordinary, quite the opposite.… [ Read the rest » ] “Marketing: 7, Sales: 0?”

Do you want to dazzle your clients?

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Do you know the number of presentations you give in a month?

Let’s count them, then!

“Well, we did six proposal presentations this month and two company presentations to clients.”

Okay, that makes eight presentations. But are these the only ones?

Let’s think about it together. What about that conversation the other day that you had with that company on the phone? Isn’t that also a presentation?

What about that email introduction you made to that customer today? Isn’t that also a presentation?

As you guessed, we do many more presentations than we usually think.

If we add them all up, you will see that we do quite an interesting number per month.

If we do many more presentations than we think we do, it may make sense to improve … [ Read the rest » ] “Do you want to dazzle your clients?”

Are you making these mistakes in sales?

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Mistakes in sales?

One of the things I still find strange after so many years of working with companies to improve their business results is the waste of commercial opportunities that most companies make.

“Waste?” you are probably thinking.

Yes, waste.

We know that we have two ways to generate business opportunities in the basics of commercial activity.

Either we come to our customers.

Or they come to us.

Going to them or coming to us can happen through various strategies: commercial prospection work, marketing, advertisements, partnerships, or any other permissible and legal form.

In most cases, the companies we have worked with even have some strategies in place.

Be it having a commercial team that contacts customers and tries to open doors to validate possible opportunities, whether running ads … [ Read the rest » ] “Are you making these mistakes in sales?”