Sales, stress and time: You don’t milk cows

Hazel Butters/ February 17, 2018

Are you an entrepreneur? Is your mind busy? Are you worried about what to work on next? Spending too much time working? Or not spending enough time working on the right things and feel like you are constantly working without results? Or maybe you’re so overwhelmed by what you want your business to be compared to where it is now

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Some common myths about competitive intelligence

Hazel Butters/ February 9, 2018

The first rule of business, is to stay in business. So undeniably true. However strong your vision, sense of mission, passion and hard work, your business doesn’t operate in a vacuum. You must plan your strategy, and be prepared to operate and react to circumstances that impact your business. This means that you need to be aware of any changes

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Want more enterprise technology sales? Document your sales process

Hazel Butters/ February 1, 2018

On a basic level sales is simple: identify a problem you solve, find people with that problem (and money), work with them and solve their problem, collect payment. Simple eh? In the real world this journey is less simple. Especially if you sell a complex B2B product, such as technology. When selling enterprise technology you need to sell business impact

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Make your 2018 resolution to have smarter sales conversations

Hazel Butters/ January 6, 2018

You need a plan when it comes to sales conversations. If you want to bring in more sales revenue, you can have more sales conversations and that may generate more sales. But if you have smarter sales conversations, then you can really shift your sales results. How can you plan sales conversations? Where can you start? Here are some pointers on

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Enterprise startup sales in new markets: How, where and when to target

Hazel Butters/ December 19, 2017

I had dinner last week with a client’s vice president of sales and the company’s US sales manager. We met over a steak and a glass of wine and the conversation was one of my favorite subjects: how to plan and grow sales in new markets. Planning and sizing sales teams for growth in new markets and new territories can present

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Do you ASK for the sale (or just scatter breadcrumbs)?

Hazel Butters/ December 6, 2017

Are you comfortable to ask for the sale? This is a common problem. You have an amazing product, service, skill or expertise to share with your prospects. You speaking with relevant prospects.  But do you then move the conversation to the point where you ask for the sale – or do you just leave breadcrumbs, and almost expect the prospect

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