Resources / Sales Methodology

In industries such as mining, engineering and manufacturing, sales cycles can stretch from months to years. Complex products, multiple stakeholders, and high-value contracts all contribute to the delay. While some …

Fake news, data breaches, and greenwashing have left consumers sceptical of corporate promises. Cultivating genuine relationships with your audience has emerged as the most significant challenge and opportunity for businesses …

FAB = Feature Advantage Benefit You may have already heard of features and benefits, however, did you know that it is the advantage that provides the link between the two? …

Perhaps the simplest and yet most effective sales methodology is the FAB technique. It can be used in almost any sales environment; retail, B2B and B2C sales. There are many …

Some time ago I was speaking to a managed service provider who had a sales call to sales rate of 10:1. That is, for every 10 initial meetings they had …

Understanding the sales funnel and the different stages that potential customers travel through can help you dramatically increase the amount of customers your business receives. A sales funnel is the …

The sales presentations are often overlooked in the sales process. When you attend courses or read posts on this subject, you are presented with items such as how to prospect …

A value proposition is an effective statement or combination of statements which describe your business to customers in a manner which will make them want to engage with you and …