Selling stuff has always been tough. Ask any business owner about the biggest challenge she or he faces and nine times out of ten `business development’ will come out on top. Seventy-two per cent of professional firms that responded to a worldwide survey by US firm Hinge Marketing put `attracting and developing new business’ as their number one challenge for 2015.
How do we find new customers/clients? How can we differentiate and prove our value? How can we attract more referrals? How do we drive long-term profitable sales results?
Tried and tested activities for getting customer attention don’t work like they once did.
The response to mass cold calling campaigns has dropped off a cliff – you get voicemail 80 per cent of the time, and short shrift if you do get through.




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