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Posted by Scott Bywater in Business Development, marketing, Sales, Strategy Sep 15th, 2018 | No Comments »

Hunting elephants, clients who can be worth a six figure sum… what’s the best way to do it? Well, there’s this book called “They Ask, You Answer” by Marcus Sheridan… And in that book, what they discovered was even though the average closing rate in that industry was 10%… If they had read or absorbed […]

Posted by Scott Bywater in marketing, Sales Mar 13th, 2018 | No Comments »

I have a client who sells high ticket items. I’m not talking $5,000… I’m referring to $30,000 to hundreds of thousands of dollars. This is great when sales are generated. But the danger is, you can’t get slack. You need to be CONSTANTLY aware of your pipeline. Why? Because it’s very difficult to make a […]

Posted by Scott Bywater in marketing, Sales Aug 10th, 2017 | No Comments »

I had dinner with a mate this week – and one of the conversations we were having was about diving deeper into the mind of the customer. He gave me an example of a client he helped, where they were wondering why they were losing sales. He jumped on the phone and called the clients […]

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