Bob Apollo — June 28, 2017 Follow @bobapollo — June 28, 2017 Most of today’s most popular B2B sales methodologies – including Value Selling, Challenger®, Solution Selling, Consultative Selling, SPIN® selling and many more – recommend that we always take the time to diagnose our prospect’s current pain points before we seek to propose our … Continue reading Never Mind Your Prospect’s Situation – What About Their Trajectory?
Brandon Redlinger — May 22, 2017 Follow @brandon_lee_09— May 22, 2017 When building a house, you can’t start with putting up walls and a roof – you must start with setting and building the foundation. When producing a movie, you can’t start with the conflict – you must start with character and plot development. When … Continue reading The Top 10 Secrets for Sales and Marketing Alignment From the Pros
Dan Sincavage — May 20, 2017 Follow @dansincavage— May 20, 2017 No sales representative enjoys marking an opportunity as “closed-lost.” After days, weeks or months of working with a lead, the lead reports that they have decided to go with another option. While sales reps may be frustrated with the lead, closed-lost deals are an … Continue reading Making The Most of Closed-Lost Deals
Deji Atoyebi — April 27, 2017 Follow @I_amAtoyebiDeji— April 27, 2017 Let me guess: you’re managing a business and wish to rake in more profits than you’re currently doing. But there’s a little problem: you haven’t gotten to wrap your head around increasing sales. Chances are also high that you’ve learned and used persuasive online … Continue reading 4 Ways to Sell More With Less Persuasion
Blake Beus — April 25, 2017 Follow @BlakeBeus— April 25, 2017 Startup Stock Photos There has been a major shift in the B2B buying process. Social media has become a key component of buyer decision making. A 2017 Fjord Trends report shows 94% of B2B buyers conduct online research before making a business purchase and … Continue reading Empowering Your Sales Team Towards Successful Social Selling
Josh Ritchie — April 8, 2017 — April 8, 2017 Content marketing isn’t a nice-to-have these days; it’s an incredibly effective and necessary tool. Whether it’s increasing brand recall with an online video, generating more exposure through earned media, or delivering higher social engagement via microcontent, it is essential to your operation. That’s why 89% … Continue reading How to Bridge Marketing and Sales in Your Buyer’s Journey
Jeff Weinberger — March 21, 2017 Follow @jweinberger— March 21, 2017 Marketers hate figuring out effective pricing. It often seems challenging or obscure, and the risk of getting it wrong seems so high. After all, what you charge for your offerings ends up determining your revenue. Price too low, and you harm your revenue stream; … Continue reading Overcome the Fear: 3 Steps to Effective Pricing
Jeanette Nyden — March 20, 2017 Follow @JeanetteNyden— March 20, 2017 There is an urgent problem facing many companies: Deflation, the devaluing of goods and services as demand shrivels up. For the past 5 years that I’ve been teaching and coaching negotiation skills, my clients have been faced with pressure to reduce prices. Folks, this … Continue reading Negotiating Price Without Sacrificing Margins
Raja Walia — March 8, 2017 — March 8, 2017 Industrial manufacturers have a long sales cycles due to RFPs, product design, feedback, testing and more. The need to nurture sales leads becomes critical to success due to the length of these sales cycles. How do you stay in front of the prospect during long … Continue reading Nurture Campaign Ideas For The Industrial Manufacturing Sales Cycle
Elisa Ciarametaro — March 6, 2017 Follow @elisaciarametar— March 6, 2017 Much has been written about account based selling. It promises to drive excellent revenue growth, but many executives struggle needlessly to use it. What’s missing is an effective plan. I’ll share my top 10 tips learned from experience to help you be more successful. … Continue reading How to Sell More with Account Based Selling: Part 1
