New business
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95% of buying decisions take place unconsciously
We justify our emotional decisions to buy with logical reasons. So why do so many sales…
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Business Development, Client Management, Marketing, New business, Product Management, Sales, StrategyGet your advocates selling your Product
If like me you believe your greatest marketing and sales tool is through advocacy, having…
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Selling is easy, you’re just doing it wrong
Selling is easy, you’re just doing it wrong. Well, perhaps that’s not entirely the case,…
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Salespeople are born and not made
They say that “salespeople are born and not made”. To say that is to suggest…
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Why relationships are everything
Is it possible to win a bid purely on your ability to meet the requirement?
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How to survive Bett 2018: 5 tips to get you through the UK’s biggest education show
For many of you this week will be about one thing and one thing alone.…
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Why is customer acquisition always prioritised over retention?
Acquiring a new customer is five times more expensive than retaining an existing one. And…
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Are you in control of the buying cycle?
Every potential customer you have will go through some sort of buying cycle. There are…
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Why are schools so difficult to sell to?
UK schools spend around £85 billion EVERY YEAR! The education market is a dynamic, innovative…
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The Painful Truth about Sales
Selling is difficult. It’s not enough to talk about your product and hope your prospect…