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.
The History of Sales Methodology – Part 1 (1900 -1950s)
The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.
9 Enormous Mistakes Salespeople Make and Their Causes
Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.
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 Sell More Without Social Media?
Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.
Networking At A Conference – How To!
After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.
“I don’t have budget” – what to do next
You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.
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?
What You Need to Know About Pitching Over Email
Become someone people want to buy from, not someone that repels people by spamming them over email and LinkedIn.
The Fear And Generational Shift Against Cold Calling
Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions.
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