The top performers in any field have a plan. The plan need not be complex or lengthy. In fact, some of the best plans are very simple and easy make. The important step is writing the plan down. “A goal without a plan is just a wish.” -Antoine de Saint Exupéry Why is it that [...]
If we are able to develop a deep understanding of how buying decisions are made within our key target accounts for the products or services we have to offer we significantly increase Our chances of building a long term, mutually beneficial relationship with our clients. Decision Influence Group (Dig It?) Do we know who all [...]
Just Imagine... Imagine you were feeling ill and made an appointment to see your doctor. When you walked through the door, the doctor asked, how are you feeling? Your initial response might be, “I’m not feeling well at all”. Now imagine your surprise if the doctor said “No you don’t look well [...]
Why Is It So Difficult? Whether you have been in sales for years or are just starting your sales career, most salespeople can relate to the fact that there are some customers that you just cannot relate to, no matter how hard you try, discussions with these clients just don’t seem to go the [...]
Most people would agree that good listening skills are important in sales. However most sales people do not possess this skill or do not display it often (myself included). When with clients or potential clients, many sales people will 'Listen only to respond', rather than 'Listening to understand'. They wait for a gap in the [...]
During a telephone conversation I had last night with a friend Peter Clarke, of the Philanthropy Channel, he mentioned to me that one of his favorite animals is the mighty Buffalo, when I asked him "Why?" he told me that the Buffalo is one of the few animals that will walk into a storm, in [...]
In business, most people would agree, it is important to make a good first impression. They will try to do this by ensuring they are well groomed, dressed professionally, have arrived on time and are fully prepared for the meeting. There are many experts from around the world with differing opinions on how long it [...]
An independent study by the Aberdeen Group clearly shows the positive impact Social Selling is having on Professional Sales. Let Base Over Apex help you to develop a consistent, professional and robust Social Selling Road Map for your organization. Download PDF
The Seven Ways Sales Professionals Drive Revenue through Social Selling! Koka Sexton (Senior Social Marketing Manager at LinkedIn) Provides insight on ways to drive revenue growth through the use of LinkedIn which is rapidly becoming the most important sales tool today. Download PDF
