Showing Tag: "sales" (Show all posts)

Understand your Business Development Cycles or Spin your Wheels

Posted by Keith Jolie on Tuesday, August 27, 2013, In : Strategies 
Of the three pillars critical to every business agreement  (the other two being authority and need), time is often the one that is discounted or that is assumed to be most malleable.  You might for instance ask yourself or someone in your organization questions like:

  • What can we do to make this deal come in earlier?
  • If we offer a pricing incentive can we close that in September?

While it is important to ensure that you’ve taken all the reasonable effort to make it easy for your clients to buy ...

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The Real Value of a CRM System

Posted by Keith Jolie on Tuesday, April 30, 2013, In : Strategies 
My wife is involved in the planning and coordination of one of the top annual fundraising balls in the greater Toronto area. For the last three years she has been contacted by a company that wants to provide services (event management I think) for the ball. Every year for the last three years, the sales rep has called her about 2-3 months before the ball. At that point - The planning is done, a good part of the execution is under way and most of the tickets are sold. In other words, the oppor...
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The Importance of Focus

Posted by Keith Jolie on Wednesday, November 21, 2012, In : Content Marketing 

Being focussed in your business can't be underestimated.  Some businesses are successful in spite of a lack of focus, but most successful businesses are very clear about what they do, for who, and why.

This is important because it affects everything from your sales to how you service your clients.

In order to sell, you need to be clear about the specific value you provide to a prospective client.  Without being able to clearly articulate your value proposition, you will be hard pressed to convi...
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Business Rock Stars

Posted by Keith Jolie on Tuesday, November 20, 2012, In : Brand Building 
If you ask me, the true rock stars of business are the risk takers.  The entrepreneur who has a vision for their business in spite of the naysayers, pundits, or what their friends say.  Microsoft, Google, MySpace, Apple,Volkswagon and countless other companies like them (regardless of how successful or competitive they are now..) all have been innovative often to the point of being blatantly ridiculed or at least misunderstood by the mainstream. 

But you don't have to look at big companies t...


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6 ways to keep competition from getting under your skin

Posted by Keith Jolie on Thursday, November 8, 2012, In : Strategies 
As a business owner, being confident in your product or service is paramount to your success.  It will dictate how convincingly you promote your business to potential clients, prospective employees and it will invariably affect your passion and commitment to the business. 

Your confidence can have an Achilles heel however when it comes to objectively evaluating your competition and more specifically how well you are addressing your clients' needs in relation to your competition.

Consider the fo...
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Does your website allow your customers to buy?

Posted by Keith Jolie on Monday, October 29, 2012, In : Strategies 
Think about how you bought your first car or your first cell phone or maybe even your first home.  Chances are that if that purchase happened ten or fifteen years ago your buying process was very different than a similar purchase would look now.

In the past we relied heavily on the advise of others ( salespeople often ) to provide us with the information we needed to make an informed decision.  Fast forward to today where product information and pricing is readily available to anyone that has ...
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Don't let your success get in the way of your success

Posted by Keith Jolie on Friday, October 19, 2012, In : Strategies 
You’re successful - you’ve bootstrapped a company for 6 months and now you’ve secured investors.  You have a roadmap to profitability, you’ve designed the perfect business plan, you’ve got a great service, your delivery model is foolproof.

There’s only one problem: your customers are complaining; or worse..they aren’t buying or even worse...they're leaving.  They can't be right can they?  The customers must be doing something wrong... they didn't read the documentation... they di...

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6 Things to think about before your next client meeting

Posted by Keith Jolie on Tuesday, September 25, 2012, In : Strategies 
They've asked us to meet with them!!!
 
Ok Bucky...before you get all excited, let's talk about your upcoming meeting.  I know that you've been trying to get these guys on the phone for your entire career (or so it seems).  You've been put off, transferred to different departments and finally after promising you'd be brief and presenting a clear statement of the value you present to your clients - you had a great phone conversation with your prospect and they've now asked you to meet with them ...
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Your corporate presentation doesn't have to suck!

Posted by Keith Jolie on Monday, September 24, 2012, In : Strategies 
We've all suffered through them, we've complained about them, we've all said "I'll never get that hour back"

Death by PowerPoint, and the drone of someone reading to you - it's simply awful.  The worst part of it - usually this horrible means of communication is used to try to SELL something.

Ok, so you've got a presentation coming up to an important client - how do you make it not suck?

I'm going to give you 8 points to consider:

1.  Tell a story

Everyone loves to hear a good story.  When you go ...
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Six Success tips for your next conference

Posted by Keith Jolie on Wednesday, July 25, 2012, In : Strategies 
Get there early

Conferences for most attendees are an opportunity to connect and network with people in the same field.  There is usually a fair amount of enthusiasm prior to the conference and in the first few days.  Just watch the hashtag for your next conference on twitter in the days leading up to the event - you'll often get more updates than you ever thought you'd need. 

Be sure to harness that excitement, energy and enthusiasm before it gets tapped out.  If your conference has the abili...
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