Process & Method

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?

A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.

The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

On what basis CEOs engage with seller?

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.

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.

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.

Become someone people want to buy from, not someone that repels people by spamming them over email and LinkedIn.

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.