sales Archives - Page 16 of 24 - Wakeman Consulting Group

Too complex?

Let’s be honest, most of the time, we like to make things complicated… If we complicate our lives or our business, it makes not meeting our goals much easier. As an example, I have been reworking my sales pipeline because all of the businesses I have run in the past have had a much larger […]

Success In Cold Calling…

While I have been involved in my fair share of cold calling over the years, I have had little to no success in that kind of sales… What I have been able to do effectively, and what I would tell you to try with your own sales efforts is to focus on the relationships aspect […]

Persuasion vs. Education

Sales isn’t the art of persuasion… Sure, it used to be…I’ve seen the movies that glorify that kind of salesmanship. Today sales is about coordination and education. The person that ends up being persuaded in the new world is the salesperson because they need to make certain that they have something useful to offer the […]

4 keys to consulting success…break glass as needed.

There are 4 keys to success as a consultant, get out your pens and paper… 1. Listening well 2. Writing with conviction 3. Reading for comprehension 4. Speaking with authority and clarity

10 Issues Confronting Sports Business Right Now!

I’ve been paying a lot more attention to sports business lately and as I have been looking around, I have noticed several things that seem to be popping up more and more and are the signs of bad trends facing the industry. Here’s a quick primer on the industry and the challenges: Sales: Right now, […]

Bigger vs. Better

Bigger and better are in the news a lot this week because the new iPhone has people commenting on the things they like or dislike about a larger iPhone. For your business, this is a good way of thinking about your marketing… How do you do something that is bigger? New clients? Bigger projects? Or, […]

Value vs. Hourly

It isn’t about how much you charge, it is about how much value that you add.