Andy Coughlin

Sell value

Monetising or ‘dollarising’ the value for what you have to offer is so important. It sets out in a clear way why the customer will benefit from spending money with you. more »

Mar 2, 2015 12:00 AM Sales Technique

3 Ways to defend the entry points

Hands up everyone who has relied too much on a single contact at a key customer? Only then to find yourself high and dry when that person leaves, or moves to a new role. We’ve all done it. more »

Jan 26, 2015 12:00 AM Sales Technique

Selling to friends - worth the risk?

For businesses in some sectors, selling to and buying from friends is the norm. The phrase ‘mates rates’ applies in most practical trades and professions from plumbing to the law. But what about the rest of us? more »

Dec 1, 2014 12:00 AM Opinions

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