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.
Why Do The Hottest Deals Go Cold?
Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.
The History of Sales Methodology – Part 2 (late 1950s – 1980s)
The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 2 covers the 1950s -1980s.
Engaging The CEO (PART 1): What CEOs Really Think Of You!
On what basis CEOs engage with seller?
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.
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.
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.
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.
The “So What” Card
During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,
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