Bids, tenders and proposals
Best practice guide to writing bids, tenders and proposals.
A collection of guides, articles and links for successful selling including sales strategies, sales teams, presentations and negotiating a sale.
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Salesmanship: the 30-day challenge
Increase the sales of your business with these action points from a panel of marketing experts. Step one: find your perfect pitch.
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The go-to expert: how to grow your reputation, differentiate yourself from the competition and win new business
H.Townsend (Pearson Education, 2014, 273 pages)
Part 4 of this book covers turning leads into clients, managing your sales pipeline and honing your selling skills.
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Best practice guide to writing bids, tenders and proposals.
Guide to the legal principles that apply to business. Aimed at non-law students.
Dictionary of technology and business terms with 1,678 entries. Includes coverage of wireless and mobile technology terms.
A step-by-step guide to sales technology implementation.
A collection of the latest global management and business thinking summarised into straight forward and understandable language.
Pricing analytics from a US perspective.
Briefings are four-page guides from Atom Content Marketing written for the busy practitioner, director and entrepreneur providing concise, practical advice on core business issues.
Getting the most out of your sales team is an essential part of ensuring your business achieves its full potential.
A presentation is an ideal opportunity to make a sale. You have a captive audience and far more flexibility than in a simple sales letter or phone call.
Keeping accurate financial records is a legal requirement that enables the production of end-of-year accounts and tax returns. Well-organised, up-to-date and accurate financial records are essential for sales and cash flow analysis, credit management and stock control.
Whatever your commercial activity, you need to understand contracts and the regulations which cover the sales and purchases of your business. While the full range of business law is vast, the key issues affecting most businesses are relatively straightforward.
If team leaders can address staff problems before they become critical they can retaining key talent and make substantial savings on training and recruitment costs.
The article reports on some of the age-old myths about how to be successful in selling perpetuated by some authors and sales experts. The first myth is that anyone can be successful in selling if they work hard enough and the second myth is that successful salespeople are born that way. Hard work matters, but it won't alone make one a successful salesperson..
The article presents suggestions for account planning to manage high-performing sales. It is noted that the best account plan structure that will develop current customers could be determined by sales enablement teams. It is advised to explain the overall objectives, take each component of the goal build and develop a tactical plan to achieve the goal..
The article offers suggestions from sales trainers and marketing experts to increase the sales of small business by maximizing connections which include offering a good introduction, setting up meetings with customers, and sending an introduction letter to the customers. It also suggests to identify other new businesses to cover in next days, finding in charge for this businesses to make contact, and analyzing business for upselling to the customers..
A guide for entrepreneurs on how to develop their selling skills and think of sales in a whole new way - as a sophisticated dance requiring an understanding of language, psychology and choreography.
E-commerce tips to increase your website sales, from Shane Nolan, Google's Director of UK SME sales.
The article discusses the importance of customer relationship management (CRM) software for accounting firms in getting new and keep existing clients. Topics covered include strengthening existing client relationships, the role of CRM in data collection to understand the needs of clients and the integration of CRM with practice management software.
Marketing professor Dilip Soman explores how to nudge people into buying a product. Carefully consider and remove any obstacles that prevent people from making their purchase.
How financial advisers can use conversational selling to boost success. Learn how to serve up both the meaty steak and the razzle-dazzle sizzle.
Here's a process you can follow to proactively win work and attract new clients.
Your business and selling to customers
A Gov.uk government video guide to the different ways you can sell to customers and what options are right for your business
Innovation in pricing: contemporary theories and best practices
Hinterhuber, A. (Routledge, 2013)
Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. This book examines how innovation in pricing can drive profits.
The psychology of price: how to use price to increase demand, profit and customer satisfaction
Caldwell, L. (Crimson, 2012)
For any business, deciding how much to charge for a product or service is crucial. By gaining an insight into the way consumers think and purchase, you can generate more demand, more customer value - and more profit.
How to write sales letters that sell- learn the secrets of successful direct mail
Bird, D. (Kogan Page, 2002)
Shows you how to: understand the secrets of persuasion; plan letters that will get more replies; create offers that make the readers want to respond; time mailings and remailing for maximum effect and lay out letters for maximum impact.
Selling by telephone- how to turn business cold calling into hot profit
De Winter, C. (Kogan Page, 2002)
A Sunday Times Business Enterprise Guide; provides accessible advice on how to maximise sales by using the correct techniques and also deals with the practicalities of setting up a telesales or telemarketing unit.
Selling online through third parties
Tips and Advice- VAT, Vol.4. No.11. 10 October 2014. p.6.
If you sell over the Internet through parties such as Amazon, you'll need to consider the VAT consequences including where to account for VAT due on your sales
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