Mark Blezard comments on sales and marketing

For me, prospecting is one of the best parts of sales. Just like a gold prospector, you are looking for nuggets of precious metal that...

This sounds like a good idea, yes? Who wouldn’t want to sell more? However, I think you all know that it isn’t that easy. Board members...

Sometimes we hit a ‘roadblock’ with an account. Perhaps you can’t get a prospect to answer your calls, or an existing client has thrown...

Most organisations value sales training and sales skills. They watch and monitor the sales force, document each sale, and produce endless...

Why do we endure sales training? Selling is something you can either do or not, right? Just like someone who knows someone’s gran who is...

What types of sales assessments are there? Broadly speaking, there are three types of assessments: 1) Sales skills (hard, trainable...

I bought a failing business many years ago. I was aware of the problems it had but was confident I could turn it around. My approach to...

Social Media Selling: will it kill the sales profession? So, it’s all about selling via social media these days, correct? Apparently,...

The hidden opportunity There is a hidden secret in Price Points and how a customer responds to a price, even a ‘price objection’ in...

That’s right – and I don’t mean with a branding iron, but your persona, personality… you! We speak a lot about sales skills and...

How many times have you heard ‘sales is an art’ or ‘the art of selling’? This is often derived from an encounter with a flamboyant,...

There is much confusion between the roles of sales and marketing. Many blur the positions and some combine them. I'm not saying that you...

When a great brand starts to fade, lose market dominance, it doesn't necessarily need to signal the end of the line. Sometimes it simply...

Too many business owners are constantly looking over their shoulder in fear of the competition. Equally, many poor decisions are made...

1) No two closes will be the same but they should never be hard. Hard selling is bullying. It shouldn’t be necessary. 2) A great close is...

Cold Calling. The more successful you become the more it is fun. 1) Like an athlete, exercise before a session. Warm up physically, get...

A 'cocky' sales person will tell you that they can sell anything to anyone. Well, if they park their ethics and are prepared to mis-sell...

How to sell opportunities not just boxes When we’ve been pitching the same product for a long period of time we tend to forget just what...

One of the best sales training sessions I ever held was the day I handed out advertisements from a local newspaper to my sales team. It...