How can I compete against my cheaper online rivals?

4:16PM | Tuesday, 16 April 2013 | Marcia Griffin

Your objective should be to combine face-to-face and online sales opportunities, while using social media services such as YouTube to personalise your message.

Is it possible to grow a regional business without regularly jumping aboard a plane?

3:00AM | Friday, 22 March 2013 | Marcia Griffin

We have such huge distances to travel in Australia but the good news now is that we can now travel digitally.

How do I set sales targets for my team?

5:08PM | Friday, 20 May 2011 | Marcia Griffin

Personal experience is a good place to start when you're thinking about setting sales targets.

How can I run an effective discounting campaign without hurting our brand?

1:14PM | Tuesday, 29 January 2013 | Marcia Griffin

The high cost of doing business in Australia makes it difficult to compete on price – aim to compete on value instead.

Are there any quick ways to generate sales during January?

1:29PM | Wednesday, 18 January 2012 | Marcia Griffin

While it can be tempting to simply pile in with the discounters, there are a few other options.

How should a retailer market my product?

1:00AM | Monday, 7 January 2013 | Marcia Griffin

You should get your marketing plan in place, then start negotiating with shops and retail chains.

Should I change my sales strategies for Christmas?

11:00PM | Tuesday, 20 November 2012 | Marcia Griffin

Christmas is the time of year to add value to your products and services.

When you’re assembling a sales team, should you look for complementary skills?

10:20PM | Friday, 28 October 2011 | Marcia Griffin

It's generally better to hire salespeople who bring individual and complete personal qualities to the table.

How do I ensure my team has a good customer service ethos?

9:21PM | Thursday, 9 September 2010 | Marcia Griffin

Creating a great customer focused culture really begins with you — the business owner.

Red tape threatens to entangle my start-up dream. What should I do?

9:17PM | Monday, 17 September 2012 | Marcia Griffin

You are neither the first, nor the last, entrepreneur to have to deal with red tape. It’s time to tap into the experience of entrepreneurs who have come before you.

What are the best ways to reward salespeople?

8:19PM | Wednesday, 8 August 2012 | Marcia Griffin

You need to tailor the rewards to each individual salesperson. After all, a 60-year-old veteran will have very different priorities to an eager 25-year-old.

How soon should I take on an accountant?

6:23PM | Thursday, 21 June 2012 | Marcia Griffin

It is essential to hire an accountant to check your numbers before you even think about going into business.

How can I best handle all the challenges thrown at me when running a business?

5:45PM | Tuesday, 22 May 2012 | Marcia Griffin

Resilient businesses will survive even the toughest economic challenges, while the rest will fall by the wayside.

How much information is too much to share with your new salesperson?

5:50PM | Friday, 4 May 2012 | Michelle Hammond

The answer will really depend on how much confidence and trust you have in your salesperson.

Is cold calling still an important part of the sales process?

4:30PM | Tuesday, 24 April 2012 | Marcia Griffin

I believe there is a place for cold calls but the name suggests the likelihood of success, if we don’t manage the process properly.

Should I treat my large customers differently?

2:21PM | Monday, 27 February 2012 | Marcia Griffin

Be they large or small, there's only one way to learn what your customers want and that's to ask them the right questions.

What’s the best way of chasing up “warm leads”?

11:49PM | Friday, 18 November 2011 | Marcia Griffin

I feel the best way to follow up with leads is to invite them to a function that could be of interest or call every now and then with some information pertinent to them.

Is there any difference in the how you sell to a man compared to a woman?

8:32PM | Thursday, 4 August 2011 | Marcia Griffin

Men may be from Mars and women from Venus, but when it comes to your selling strategy, the art of relating to an individual is more important than catering to their gender.

What, exactly, is a good closer and how can you go about hiring a salesperson who has these qualities?

3:28PM | Wednesday, 2 March 2011 | Marcia Griffin

I think this question is great as it deals with a real, practical issue we all face in business.

I’ve made my first series of sales calls. How soon should I get back to a prospect?

2:55PM | Friday, 11 February 2011 | Marcia Griffin

This is an interesting question as there is no one answer! However, there are a few things you can do to reduce your feelings of insecurity.