E13: B2B Securing Sales Growth with New Business

E13: B2B Securing Sales Growth with New Business

In this episode, Neil discusses how building your sales territory via New Business acquisition (i.e. opening new accounts), requires skill and consistency. He suggests you should first learn to identify what’s a good fit for you and your brand, before you try to secure new accounts. Then your efforts will start to attract the path of least resistance, where flow, improved results and a high level of enjoyment and satisfaction follow.

E12: B2B Sales Growth Strategies for your Territory

E12: B2B Sales Growth Strategies for your Territory

In this episode, Neil discusses how to secure sales growth from a sales territory. He suggests, that there are only two ways: get your existing clients to buy more or, get new clients. Both deliver growth, but which is the quickest and the most cost effective?

E3: B2B Expos: How Are You Going to Get People to Talk to You?

E3: B2B Expos: How Are You Going to Get People to Talk to You?

This episode challenges the basic beliefs of a salesperson. Many of us have experienced the salesperson who believes that it’s their job to engage the prospect or buyer. It’s not. Neil explains his belief that it’s his job to conduct himself in a way where people want to engage him – which makes a big difference to the sales conversations he shares. He also doesn’t like to sell until he’s asked, and he shares with you why and how. Finally, he discusses how to adjust your conversations to suit different grades of salons and clinics.