What Spec Case Do I Need: A Better Way to Respond
“Can you tell me what spec box I need?” – is a fair question from a packaging buyer to a sales representative. “Hmm, err” – a common but poor response. Providing an answer is hard for salespeople. The easy way out is by offering heavier-weight packaging. This is a bad solution – more material, energy, […]
Who sets your prices?
Pricing is important. It affects whether you win the sale and the profit you make. The right process can cut staff costs, raise selling prices and help win more business. Read on to find out how. No avoiding the human touch There are many theories about how to price. Market comparison, the value created, demand, […]
Three wins in one for your bespoke corrugated offer
Bespoke corrugated products are unique. Unlike stock items, every quote needs costing. And with inflation, so do repeat orders too. Some businesses allow their sales team access to the MRP to do the costing. But should it be faster or easier to use? For others, this is not an option. Sales may be […]
Buyer enablement: Price is the missing piece
Selling custom products has its challenges –think of limitless variations. But in common with other sales situations uncovering precise requirements is critical for finding optimal solutions. Of course, people too are a factor. The expert buyer’s focus contrasts with the novice’s exploration—speed for the former, the latter seeking knowledge to build buyer confidence. Selling situations […]
Grow your sales: four advantages of instant pricing
We all want to make lots of great sales. We work hard to generate customer enquiries, but we don’t close every deal. Maybe someone got in first or perhaps made a better pitch. Could we do better? Of course, for some ideas, read on… We will never win 100% of the time. But we can […]
Are your prices right? 7 steps to optimise your pricing.
Worried about pricing? We can all fret over pricing. It’s hard to be certain we’ve got it right. And can be costly if we’re getting it wrong. Too low and we leave money on the table. Too high and no sale at all. But with research and a process, you can be sure to hit […]
How to quote the ‘right’ option
It can be hard being asked the wrong question! Have you ever felt that? Sometimes I want to ask: “What do you mean?” or say: “Are you sure?”. Maybe experience says the simple response leads nowhere. It can worse when it’s about money. Trust becomes a factor. Comments can be misinterpreted. Trying to help can […]
4 steps to selling custom cases online
Selling online seems to become more important every day. We work with manufacturers and distributors of ‘made to order’ B2B products that would like to do more digitally. However, with no catalogue of standard items many have been hitting roadblocks. When we discuss challenges we come across the same three issues repeatedly. Each has a […]
Driving sales with data and AI
The consumer internet creates a lot of data. Posts, tweets, photos, likes and searches. With over 100m photos and videos exchanged daily on Instagram, you get the picture! Big data connects data originating from one individual for monetary gain. 75% accuracy is normal but working at such scale ‘mostly right’ even ‘usable’ is good enough. […]
What is Artificial Intelligence and how does it work?
The subject of Artificial Intelligence has collected more than its fair share of misinformation and hype. Terminology can become blurred and expressions incorrectly used. Read on for a clear guide to the critical points. In AI most commonly we are working within a single topic. Whilst the subject might be thought complicated there is only […]