This is a question we hear a lot. How do we sell, or market to, people at the top level of an organisation?
Networking expert Andy Lopata interviews Phil Jones, Country Head & Deputy Managing-Director, Brother UK in the short video below. Phil reveals some interesting insights about how to approach a senior decision maker from a large organisation.
Worth taking a look at Phil’s blog too for more great ideas about marketing and sales.
Are you looking for a marketing tactic that won’t cost a bomb. Well here’s a cracker which when applied well can work wonders. It’s called upselling and is basically when you try to sell additional products or units at the point of sale.
I just came across this article about cold calling on Business Week’s website.
It makes interesting reading and has five essential tips for getting better quality cold calls. If this is something you’re using to grow your business – and I’d imagine 99% of you are – then these few simple tips may help.
To my mind the most important of which is to qualify quickly. Make sure you know the person you are talking to has the budget, the authority and the need to buy your product or service. If he / she doesn’t, you either need to move on to another contact within that organisation, or to a different target altogether.
Read Business Week’s cold calling tips by clicking here.
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