Knowledge Centre

Food for thought



Vendors realise that to reach their objectives, they cannot or do not want to go for it alone, they need partners. It is important is to define what’s the right partner looks like? What is the need? Is it a need for additional Sales force to drive growth? Or a requirement to drive awareness? Or Both?

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First, we will start by defining what is a lead?

A lead is a person who has indicated interest in your company's product or service. Leads may come from various sources or activities: Digitally via internet, through personal referrals, telephone calls by the company or telemarketers, advertisements and events.

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Consider the opening as a hook, which serves to grab your interlocutor’s attention and let him decide whether he wants to continue discussing with you or not. So, you need to focus on their concerns and time constraint. A good opening should state who you are, and why you are calling (without giving details of your product or service); very clear, precise and concise. 

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Too many sales people try too hard to sell their products and services and thus miss opportunities. Not listening to the prospect results in not understanding their requirements. Successful sales engage, investigate, listen, demonstrates value and uses two-way communication in the role to solve business problems for their customers.

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