Advertising, Marketing & Communications Know your client’s needs By Jeffrey Gitomer OPINION: You may go into a presentation with expectations, but it’s the client’s point of view that makes or breaks the sale. 02 Sep 2019
Opinion Sales success starts with self-worth By Jeffrey Gitomer OPINION: For those who make a living selling a product or service, the value of building strong relationships cannot be overestimated. 25 Jun 2019
Opinion The science of the cold call By Jeffrey Gitomer OPINION: Making a good first impression and then asking the right questions are two important elements of the cold call. 22 Feb 2019
Opinion Make your sales pitch all about them By Jeffrey Gitomer OPINION: Are your sales presentations centred on achieving the best outcome for your client? 08 Feb 2019
Opinion Manage your own sales success By Jeffrey Gitomer Opinion: Does your C-suite management really understand what’s needed to win at sales? 24 Jan 2019
Opinion Study sales history and cut your losses By Jeffrey Gitomer Opinion: Often in sales the simple and most obvious solutions are the most effective. But if that’s true, why are those solutions so often overlooked? 07 Dec 2018
Advertising, Marketing & Communications Buy in to business social media By Jeffrey Gitomer Opinion: The way we make connections is changing, led by technologies that enable us to ‘meet’ people worldwide. 07 Nov 2018
Opinion Happiness is your decision By Jeffrey Gitomer Opinion: Stop blaming your run of outs on others; how you respond to challenges is entirely up to you. 12 Oct 2018
Opinion Don’t delay, make your move By Jeffrey Gitomer Opinion: Making the step from a trade show to a sale requires pre-planning, and speed is of the essence. 14 Sep 2018
Opinion Making engagement emotional By Jeffrey Gitomer Opinion: Connecting with clients on areas of shared personal interest is worth the effort. 31 Aug 2018
Opinion Harmony helps find the sweet sales spot By Jeffrey Gitomer Every sales presentation is different, and must be adapted to meet the customer’s needs. 29 Aug 2018
Opinion Winning play on home turf By Jeffrey Gitomer Opinion: Home-ground advantage works for sports teams, and it can work for your business, too. 15 Aug 2018
Opinion ‘Lost’ customers a valuable resource By Jeffrey Gitomer Lost customers needn’t be lost forever; you just need a strategy to win them back. 02 Aug 2018
Opinion Know-alls tend to come up empty By Jeffrey Gitomer Take the wrong attitude into a sales meeting and your prospect will more than likely walk out in search of a better deal. 19 Jul 2018
Opinion Right. Any questions? By Jeffrey Gitomer Opinion: Knowing the right questions to ask a prospect can be the difference between sales success and failure. 05 Jul 2018
Opinion Positive spin helps spark sales By Jeffrey Gitomer Any day is only as ‘bad’ as you let yourself believe it is, and the same is true on the upside. 21 Jun 2018
Opinion Ask the right questions and you have the power By Jeffrey Gitomer Ask the right questions and you have a good chance of making the sale; making the wrong statements will likely have the opposite result. 06 Jun 2018
Opinion Good leaders inspire their teams By Jeffrey Gitomer Managers can encourage or discourage sales with their policies and actions, so what makes a great sales manager? 23 May 2018
Opinion Benefits of commitment clear By Jeffrey Gitomer All the marketing in the world won’t help your business if the people who work there aren’t great, and committed to doing their best. 09 May 2018
Opinion Set the pace on social sales By Jeffrey Gitomer Opinion: Businesses not fully engaged with the shift to social media are doing themselves and their customers a disservice. 27 Apr 2018