Since I opened up my Sales Psychology & Performance group on LinkedIn as an "open" group I have been inundated with "spam". Much of this has been from some pretty reputable sources and from people who ought to know better. Infact, this has happened so much that I decided that clearly many so called "experts" do not know any better so I posted my thoughts to my group. I think that these notes are pretty interesting for anyone looking to use content marketing to demonstrate their expertise as part of an online lead generation strategy and … [Read more...]
How Much Value Do You Add For Your Clients?
February 1, 2011 By 1 Comment
So that’s it, the end of January 2011 and the “shock” news that the economy has shrunk... again. Does it bother you? Has it impacted you? Do you think it will? I cannot answer those questions for you but what I can say is that how you approach these interesting times will have a massive impact on the results that you get in your sales and your business... At GavinIngham.com we have seen changes in the economy, in how clients are spending and on what they are investing in the same as everyone else but we have listened to our clients and … [Read more...]
How Do You Keep In Touch With Your Clients And Prospects?
January 24, 2011 By 1 Comment
As a sales motivational speaker and author I get to meet a lot of salespeople from a lot of different industries. Some are successful. Some are not. Many are slightly so. I have talked a lot on this blog and elsewhere about what the attributes of sales superstars are and why they stand out from their competition. One of the core habits that all sales superstars have is that they have an efficient and proven method of keeping in touch with and staying updated about their clients and prospects. In today's competitive and fast-moving world this … [Read more...]
Bert Found Targeting New Prospects Essential For Succesful Lead Generation
January 4, 2011 By 1 Comment
As a sales motivational speaker and sales author I get to see many different strategies for targeting, approaching and acquiring new business. Having the right strategy for selecting and choosing new prospects is essential if you want to achieve sales superstar results. Do you have a powerful and proven strategy for acquiring new business? Do you know who your perfect prospects are and how you are going to find and approach them? Are you setting yourself up for sales success in 2011 or should you be calling Bert up for a pint and game of … [Read more...]
The Sales Apprentice 2010: Sales Training Tips From The Hit TV Show, Week 8
November 24, 2010 By 5 Comments
Week 8 of The Sales Apprentice and 8 contestants remain. This week their task, should they choose to accept it, was to create new flavours of crisps, produce samples and, representing two small UK crisp companies, travel to Hamburg in Germany and attempt to secure orders. The team with the most orders would be the winner. The line up this week was Stella leading Laura, Joanna and Stuart (who, after last week, was “too tired” to put himself up as project manager!) versus Chris leading Christopher, Jamie and Liz. You had to respect … [Read more...]
How Important Is Social Media, An Interview With Chris Norton
October 27, 2010 By 4 Comments
As a sales expert and someone interested in improving lives and businesses in general I strive to ensure that I am doing the best that I can to be at the cutting-edge of what is going on with new selling ideas and strategies. One area that I have some strong opinions about is social media and the uses and abuses of social media. I have shared some of these in previous blogs and will do in the future however for this post I sought out social media expert Chris Norton of Dead Dinosaur to get his opinion on a few widely asked questions... How … [Read more...]
Why Cold Calling Doesn’t Work…
October 12, 2010 By 5 Comments
I hear a lot about cold calling not working anymore and, as I say on my sales seminars, for many this is true. It's far too easy to mess cold calls up... badly! If you've been on my seminars or you have used my sales systems you know that this does not have to be the case. In the right industries and with the right approach and mindset, using the phone is still a viable and powerful strategy for developing new prospects and discovering new information. BUT... and it's a big BUT! If you don't do it correctly you will not make any friends, you … [Read more...]
Cold Calling Campaign… Does This Look Like Your Office?
August 8, 2010 By Leave a Comment
The cold calling campaign at Sales Inc. was not going to well! I've seen plenty of sales offices that look like this as I am sure you have too. Perhaps you're looking at one now and pulling your hair out! It's amazing the excuses that salespeople can come up with when trying to avoid contacting new and (even) existing customers. If you don't want your sales office to look like this then why not speak to me about organizing an inspirational and motivational sales talk for your next sales conference, AGM or away day. … [Read more...]
How Not To Sell High Value Products & Services
July 26, 2010 By 2 Comments
At the back end of the year last year I moved house and over the last few months we have been gradually putting our own touches to the house. I don’t have a lot of time (what with speaking at sales conferences and writing sales books and audios) and I don’t do things myself and I am very much of the belief that if I can pay someone to do something and I can get on with my life then that’s great. This makes me something of a salesperson’s dream because if the deal’s right I don’t shop around and I will make a decision fast... and not … [Read more...]
