Many sales professionals in ICT (information and communications technology), struggle with translating features to benefits. As broadband champions and integrated information and communications providers, they have really cool technological products and services, but they struggle describing the features – and more importantly, the benefits – to their customers. They find themselves using technical language like […]

Establishing, building and maintaining strong relationships with key groups. Relationships add value. A salesperson can compete on the basis of product, price, and service but still lose a sale because of the relationship between the customer and the competitor’s salesperson. Partnering is the highest-quality selling relationship. With increased competition and greater product complexity, we see […]

Identify the top-3 ways of consistently reaching a large number of your ideal target customer, is the first step in prospecting. After having done your niche-detecting and identifying your ideal target customer it naturally becomes easier to develop a strategy to reach them. Success in prospecting requires a systematic process of locating potential customers which […]