Making the sale before you’ve met the client – why your social presence matters.

I’ve been daydreaming about replacing my home theatre speakers, since our ageing amplifier died. The sleek, silver Sony box was impressive in its day but that was over 18 years ago. Now we’ve got all the wireless and internet connected things, I’m spoilt for choice. I’ve done some online research but I’m not a detailed,…

What are we selling?

I’ve picked up a great book called ‘Stop bitching, start pitching’ by Marty Kellard & Ian Elliot.  It’s forced me to really stop and think about how we pitch our managed service product, B.E.S.T.  They claim it’s not enough to have the best solution and the best sales message for it.  Instead you really have…