Marketing

Rasheed Ogunlaru interviews David Tovey

May 7, 2013

Principled Selling video interview. Rasheed Ogunlaru, author of ‘Soul Trader – Putting the Heart Back Into Your Business’  interviews David Tovey about Principled Selling in a sunny and breezy Green Park, London.  

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Building trust through understanding

February 13, 2013

Getting under the iceberg “Seek first to understand then to be understood” –  Dr Stephen Covey When groups I work with explain the most common reason for them or their colleagues losing a sale, the answer is almost always ‘price’. When they describe how they won their best customers, they never give one-word answers. When [...]

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The qualification gap – getting to ‘yes’ without closing

February 12, 2013

How to avoid a misunderstanding In a previous blog I explored the need to ask for commitment without resorting to tired and outdated ‘closing’ techniques.  To avoid falling back on to what can appear to be pressure tactics, the seller and buyer need to move through the sales process at the same pace – and the [...]

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Principled Selling tips

December 18, 2012

Best of the 2013 business development predictions December usually sees a plethora of lists and predictions for the following year. This year is no different and I’ve checked out what some of the people I rate are saying. Here are a few predictions for Principled Sellers to take note of and action next year. I took [...]

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Ethical Selling – Edge Magazine

November 18, 2012

This month the Institute of Leadership and Management  published David’s ‘Bite Size’ ethical selling tips.         Eight tips to help you win more business – ethically and with integrity. Out with the old Build trust Be honest Do the right thing Be social media savvy Be human People before customers Inspire through leadership Download the full article here: 04-09_Edge_Nov-Dec_12_new

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A marketing-supported sales journey – reality or nirvana?

November 12, 2012

Guest post by Bryony Thomas – Author of ‘Watertight Marketing’  Much is made of the divide between sales and marketing. It’s certainly makes for interesting debate, but it does absolutely nothing for your bottom line or your business reputation. So, let’s spell it out. How exactly should these two disciplines work together? You will generate more [...]

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From valuable content to valuable clients

October 27, 2012

If you want dream clients to be beating a path to your door, getting their attention and building trust has to be the focus of your marketing activity. Most marketers now ‘get’ that you have to earn the right to tell your story by investing in and sharing content.  Pretty much all major brands have [...]

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Sales growth in a nutshell

August 29, 2012

We live in a time when technology has given all businesses, from independent consultants to large corporations, the ability to make a massive impact with their brand in months not years. Yet so many businesses seem to struggle with the change of approach they need to make to harness the new marketing and selling environment. [...]

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Winning more business in 2012

December 12, 2011

Some serious thinking required If your 2012 objectives include winning more business (selling more) then here are just two ideas that you might want to give some serious thought to as 2011 comes to a close. Measure sales activity not results The financial results your business has achieved to date are history. Financial results are [...]

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Loyal customers – who wants them?

November 22, 2011

Client loyalty has to be earned I recently overheard a client saying that customers were more fickle than ever and showed no loyalty. I’ve heard it said many times when the business environment gets tough. Today, as ever we need to understand that client loyalty has to be earned; it can’t be expected simply because we supply a product or service. [...]

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