White Papers
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How to convert value propositions into sales propositions
How To Open A Meeting Professionally
By Polly Anderson, Director
The opening minutes of a first time meeting with a prospect are so often a wasted opportunity. Here’s how to maximise the opportunity.
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How to Give Your Sales Force 10 Definite Dos
By Steve Jessop, Director
Ten pointed tips for successful selling
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How to Develop value propositions
By Jeff Downs, Director
How to put the 'value' in value proposition
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How to Network Effectively
By Polly Anderson, Director
The network is so very valuable in getting access to those we wish to sell to - yet most of us are not very good at it. Some base-line advice for you.
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Using 8 Powerful Prospecting Tools
By polly anderson, Director
Prospecting is more of a mindset than an activity. Let us explain what we mean.......
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Creating the Power of 2
By Mike O'Riordan, Non-Executive Director
One experienced consultant's view on merging two companies.....
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Getting prospects to say 'No'
By Jeff Downs, Director
What sales qualification is really all about. Why getting to 'no' quickly is good news......
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Selling design
By Jeff Downs, Director
Quantum Director Jeff Downs is interviewed by the CEO of the DBA. What are the issues at stake when selling in the world of design......?
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Smart questions and what underpins them
By Steve Jessop, Director
The core of value-added selling: making the connection between what you are selling and what's really going on the other side of the desk. An uncompromising Quantum view......
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What football managers know and we don't
By Mike O'Riordan, Non-Executive Director
Using a sporting analogy - where the key gaps in optimising performance in a sales team are usually found.
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10 actions for successful selling over the telephone
By Jeff Downs, Director
What you need most of all to be good at when selling over the phone.
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design sells......not without selling it doesn't
By Jeff Downs, Director
Why it doesn't 'sell itself'.....
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Making customers an offer they can't refuse.......
By Mike O'Riordan, Non-Executive Director
What we really require - to be able to sell value again and again.......
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Incentivising your salesforce
By Jeff Downs, Director
Always a challenge for sales leaders. Some food for thought for you in joining up the 'motivational wires'.
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The essence of account management
By Steve Jessop, Director
Account management put under the magnifying glass. For those who don't understand the subject, and, for some of those who think they do.....
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Bringing lawyers and professional sales skills together
By steve jessop, Director
A look at some of the deep-seated challenges and some pointers on the most profitable way forward.
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why sales training doesn't work
By Jeff Downs, Director
We don't think that sales training on its own delivers very much at all. Here's why.....
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The price myth
By Steve jessop, Director
A short article explaining some of the mythology associated with price pressure.
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beyond the hype
By steve jessop, Director
A short, snappy article identifying the key ingredients of an on-target sales performance.
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issues 1st, team 2nd
By steve jessop, Director
What we should think about ahead of trying to build a strong team.
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