Supposedly a Chinese proverb to make the point that, instead of regretting not having done something previously, we can always start doing it at anytime in life. Well reader, if you know what Dremur does and that I’m a career salesperson, it won’t surprise you that I can apply this quote to working in sales! Specifically to new business development and building a process that continually helps you and your
Vilfredo Pareto – born in Paris just like I was and that’s where our similarities end. Amongst many other achievements during his career, his observation that, in Italy, 80% of the property was owned by 20% of the population became the foundation for the Pareto Principle which states that, for many outcomes, 80% of the effects come from 20% of the causes. When I first heard of this, I set
When prospecting for new customers in B2B sales, every interaction counts and the art of the follow-up will make all the difference between winning or burning an opportunity! Whilst the initial contact is obviously important (can’t get to the end without starting), it’s the strategic follow-up that determines the outcome – these are the specific reasons as to why tactically following up with prospects is a critical element of any
A beautiful contradiction in the life of a salesperson. Whether you’re doing outbound yourself or someone else is on your behalf (be that employees, freelancers or agencies), this principal remains key to building connections with potential clients. Think back to the last purchase you made…. Before you even checked the cost, did you picture the outcome of you making the purchase? How did that make you feel? Happy? Excited? Relieved
Whether or not you’re asked this by the other person – this should be at the forefront of your mind with all sales communication; what is the beneficial outcome to the other person in what you’re communicating to them. You’re on a mission to find some new clients and sell them your services/products. You know what your service/product is, you believe wholeheartedly in it (if you don’t BTW, don’t expect
Time flies when you’re having fun…right? Or maybe it’s just that, as you get older, the years go by quicker. Reflecting on it, 2023 has passed by very quickly and, whilst there have definitely been positives to take from it, I can’t say it’s been a year of fun. From a business perspective, Dremur Ltd completed its 3rd year which is a HUGE positive of course. 2 months into the
The argument rages on in the sales world but maybe the time when ‘cold calling’ is dead isn’t that far off. For the purposes of this blog, the definition of ‘cold calling’ is using the telephone to call strangers without a pre-arranged appointment and initiating a sales conversation with the ultimate aim of that stranger becoming a customer of yours. Since 1998 when I got my 1st sales job booking
I’m close with ChatGPT. So close that I’ve got a pet name for them – here’s the prompt I gave it to come up with this blog which, after having proof read it, I’ve not edited in anyway: Hi Chatty, can you write me a blog which summarises how the film, Inception relates to being a B2B salesperson who needs to prospect for new business opportunities, build relationships and win
That’s right, Dremur Ltd has finished a 3rd financial year! The results are in and the accountants need to tidy it all up but, as you’d expect, I have a pretty good idea as to what they will show. At a quick glance, our revenues have dropped compared to FY2, our overheads have increased and therefore our net profitability has dropped. You might read that and wonder if the doors
Customer Relationship Management – the concept doesn’t really need explaining so let’s focus on the why and how. If you’ve not got any system for recording information about your prospects and your customers – you’ve not got a business. If you’re using Excel, Google sheets, Word or some other non-specific CRM software then at least you are storing the info somewhere other than the recesses of your mind! However, what
