Sales and the “new normal”: virtual prospecting during COVID-19
Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?
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?
5 Strategies For Smarter Sales Targeting
So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.
How To Grow Revenue From Existing Customers
Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.
Questions To Qualify A Prospect
A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.
The Ten Laws of Strategic Selling
Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.
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.
How to Find Sales Opportunities Within Your Network
Despite customers indicating they’re happy to help, the majority of salespeople are not turning that willingness into actual referrals. And customers aren’t the only people in our lives that would help us, if we were better at asking for help and staying top of mind.
How Customer-Centric Is Your Value Proposition?
Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.
6 Steps For Business Development Success
Business Development is a skill that all salespeople need to have. It should be natural and organic to grow the business, find new clients, expand the offering to current clients.
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