sales Archives • Passodue

How to draft your company’s sales forecast in 10 steps.

November is one of those months when businesses and professionals start getting ready for the upcoming year. Among the most important tasks is undoubtedly the definition of sales objectives, better known as the sales forecast.

28/10/2024

Ethical marketing

Why the Pareto principle, aka the 80/20 rule, is so important in marketing

Anyone who is in marketing has heard of the Pareto principle, better known as the 80/20 rule, at least once. In the late 1800s, following empirical observations supported by statistical evidence, the Italian economist and sociologist asserted that 80% of overall results come from 20% of all causes. In time, this principle has found several applications in various fields, especially in economics. We believe that the 80/20 rule is particularly useful in marketing as it helps us identify real growth strategies and is a valuable tool to guide our actions. How can such a simple and outdated rule still be so effective and relevant? Let’s find out together.

20/05/2024

Sales Ethics

Multi-stakeholder negotiation: when the salesperson has to multitask

When a bride-to-be goes through the “ritual” of choosing her wedding dress, her mother, mother-in-law, the bride’s best friend, the father (who is usually expected to pay for the dress) and other guests such as her grandmother, a wise aunt and so on are usually all present. How will our salesperson have to behave to convince the entire “purchasing team”?

22/04/2024

Sales Ethics

How does our choosing process work?

It is essential to provide tools that help consumers and companies discuss the real needs involved, in the interest of both parties. Indeed, there is nothing better than a satisfied customer and a company that has been able to understand him/her thoroughly and to accurately intercept his/her requests. Therefore, follow us in the analysis of the choosing process.

01/08/2022

Customer Care

The power of care: using after-sales service to increase results

A good after-sales service can be a source of real success in market relations and increase results.

18/07/2022

Sales Ethics

Up-selling and Cross-selling: what they are and how to use them

In this article we talk about Up-selling and Cross-selling: two of the most powerful tools to increase sales results. Let’s learn more about them.

26/04/2022

Sales Ethics

Magic words to sell

There are no magic formulas or infallible spells to sell. But it is necessary to activate a change - even a small one - in one's daily actions.

15/11/2021

Sales calls

Cold calling: soliciting new business

In this article we are going to examine the 4 elements we consider strategic for designing and implementing successful telemarketing activities, and see how to combine them to achieve even more effective results.

13/07/2020

Price

Promotions: what they are, what they are used for and when to launch them

January and July are usually the best months for promotions. However in this "strange" market period it is not uncommon to see “sale” signs in the shop windows, or to come across discount offers, 3×2 deals or similar reductions – which are all aimed at supporting demand and restarting the markets. This is why I’ve decided to propose an article on this matter, in order to explain why, when and how to use promotions.

15/06/2020

Sales Ethics

I swear to tell the truth, the whole truth and nothing but the truth

“Is it necessary to always tell the truth when dealing with clients?” this is one of the most common questions we receive from those who take part in our courses. As the creators of the Sales Ethics method, our only answer should be “Of course!”. In fact it is not so easy to be always completely sincere with clients. Not so much because of the budget and sales targets we need to achieve; in fact sometimes expressing our personal opinion can prove useless, if not detrimental to our clients. Let’s see how and when this might happen, and analyse what serving the truth really means!

04/05/2020