Engaging The CEO (PART 1): What CEOs Really Think Of You!
On what basis CEOs engage with seller?
7 Reasons Why The RFP Process is Flawed
RFPs may not be a smart way for a company to choose a supplier or a business to win clients - both may not be not giving themselves the right opportunities for success.
Video Conferencing – 10 Practical Tips
Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.
Sales Navigator Techniques To Know
What tactics for leveraging LinkedIn Sales Navigator do you need to know? Blended prospecting techniques are nothing new but codification of these combinations in the context of the Sales Navigator platform is required.
How Do Salespeople Sell Insights?
Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?
Telephone Sales Techniques For Success (Part 1): Mindset
A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.
ABM – The Zero Waste Strategy For Revenue Growth
ABM is a long term, coordinated approach to marketing and sales, not a tactic, campaign or a sales method. The statistics on ABM success can’t be ignored but it may not be for every organisation.
Why You Need Create Opportunities and Not Just Find Them
Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.
21 Sales Myths Busted
Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.
Discounting Erodes Trust
Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.
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