Major Account management is not a single act, but a series of actions which link together to produce a powerful, professional and profitable result. There are two ways of looking at this process. One is to examine each element of Major Account management; the other is to create a model which can … [Read more...]
Top 3 Reasons Why You Should Market Using Presentation Folders
A presentation folder’s ability to influence your prospective client’s decision during presentations cannot be underestimated. If you’ve been doing presentations for a while now, you’ve probably seen how your prospect’s facial expression changes when they see the folder. The thing there is, the … [Read more...]
How To Conduct A Successful Exploratory Meeting
The Exploratory Meeting is a key element in the sales process. Typically, the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. And here we will draw up some key elements to a successful exploratory … [Read more...]
