April 2009

Contact: www.sellingstrategies.com.au | www.robhartnett.com
Email: rob@sellingstrategies.com.au
Office: 61 3 9560 1188

Who’s visiting your site?

We recently undertook significant online tracking using Google Analytics, Ad word campaigns and SEO and discovered we had a very high bounce rate around the key words Business Performance. We discovered through additional research that people searching for Business Performance were looking for management consultants who did productivity mapping, kpi setting, financial analysis and time/motion studies and the like. Definitely not sales performance.

So we have changed our name……

Our new name from May 1 2009 is Selling Strategies International and the website is www.sellingstrategies.com.au. Visitors to www.businessperformance.com.au will be redirected to the new site.

So when you hear people saying we have 000’s of hits per day you should say "so what?" The key question is who are they and what were they looking for and did they find it?

 

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Contents

• Can’t Get Through to Buyers?
  
• Securing Strategic Appointments
• Small Business Survival Day
• Managing  Major Accounts
• Winning Big Business
• Having Trouble Recruiting The Right People?

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Can’t Get Through to Buyers?

There are some interesting things happening in the sales world as a direct result of the GEC (Global Economic Crisis).

1. Many senior managers are being told to go and sell again and have forgotten how to do so after managing for so long
2. Many, many organizations have stripped layers of middle management out so making a warm call means that you better know how to speak to a senior executive as the middle ones are not there and
3. It is getting harder to get into a new account as many of the early entry points through middle management have now disappeared

There is an interesting article on how to address this in the Harvard Business Review called Provoking Your Customers. Please email me for a copy if you haven’t seen it.

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Securing Strategic Appointments

In response to the above issue Miller Heiman have developed a short ½  day workshop around how to use a proven process to secure the appointments you want. This workshop is a great blend of process and skill development and includes how to leave a voice mails and other tools that will result in a call back and an appointment.

 

We are running a  Securing Strategic Appointments workshop in Melbourne in mid June 2009

 

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Small Business Survival Day – Sydney May 1st

On May 1 in Sydney the BEC are running a Surviving in Tough Times workshop. Networking guru Robyn Henderson is presenting at a breakfast, I am presenting at lunch and David Koch from Sunrise and Kochies Business Builders is presenting that evening.
The event is at Wests Ashfields Leagues Club in Ashfield

 

Enquiries to david@easternsuburbsbec.com.au

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If you want to learn the process and skills to manage major key accounts then Miller Heiman’s Large Account Management Process workshop is not to be missed.
I will be facilitating this interactive workshop in Sydney May 14th and 15th 2009

 

More details email rob@sellingstrategies.com.au

 

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Want to win more big accounts? The Strategic Selling workshop from Miller Heiman is the answer. I will be facilitating the two day workshop open to all accounts large and small on May 18th and 19th in the Melbourne CBD.

More details email rob@sellingstrategies.com.au