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Donald B Ma

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Pitching to an International Audience

We have different cultures, customs and regulations – and there is still one business world. In business, cultures may differ, but the focus remains the same – to conduct business with those whom we trust. Recently, I was asked by a sales director of a large China-based company – “Why is it that we are […]

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Mind over Quota

Let’s face it – missing sales targets sucks! No matter how experienced you are, it’s the feeling of under-achieving coupled with public shame which makes us ponder our ability as a sales professional in an organization. Yet – WHO has not ever missed their quota? Having studied top-performing sales professionals and following their ways to […]

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Empathy in Sales

A while ago, I wrote about the ‘magic of the number 3‘ in business. I’d like to express more on this magical number, and how it can help us have a better relationship with our clients. Many experienced sales professionals understand the importance of asking questions and the power of follow-up questions. Moreover, experienced sales […]

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Sales Training: To sell or not to sell?

When I was working for an outsourcing company as a Business Development Manager, I received, out-of-the-blue, a Request for Proposal from a large elevator manufacturer company. The value of the (Request for Proposal) RFP was large – packed in 100+ pages of information which contained an opportunity that would involve years of work and hundreds […]

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Sales Training: The Price of Things We’ve Lost

Sales Training involves the personal development of skills and techniques related to creating and exploring new sales opportunities; as well as closing sales for an organization. Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioural change and maximize sales success. To be most effective, sales training should be […]

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Sales Training: Good things come in 3’s

Sales Training: Good things come in 3’s – we learn the ABC’s, count 3-2-1, and Olympic medals are given to the Gold/Silver/Bronze winners. In business, oftentimes we see great things happen in 3’s as well. I am sure those experienced in presenting have been taught that the “Rule of 3” is a golden rule for […]

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