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Selling functions
Not Impressed With Sellers - Real C-level Buyers Speak Out :-(
Selling functions

Not Impressed With Sellers - Real C-level Buyers Speak Out :-(

March 28th, 2018 0
Here is a message to sellers from a real buyer... Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative ('hypothesis of value') or hammering away in blended channels is worthless. It’s not...
How to cold call the CEO (not the minions)
Selling functions

How to cold call the CEO (not the minions)

January 5th, 2017 0
Marketing experts, particularly those with a vested interest in selling digital marketing products, have been predicting the death of cold calling for a long time. They are wrong! Not only is cold calling alive and kicking, it’s more...
Seven Questions To Help Plan Your First Executive Sales Meeting
Selling functions

Seven Questions To Help Plan Your First Executive Sales Meeting

January 4th, 2017 0
You’ve finally scheduled that meeting you’ve been trying to get with a high level executive in one of your biggest target accounts. You know that first impressions are critical and you want to make sure you get it right and don’t...
The Big (Sales) Short
Selling functions

The Big (Sales) Short

June 20th, 2016 0
The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting  (and highly recommended) movie detailing the 2007-2008 collapse of the world financial markets, is how many supposedly brilliant people...
The buyer approach that might just work, so definitely give it a go!
Selling functions

The buyer approach that might just work, so definitely give it a go!

March 16th, 2016 0
The fifth hammer doesn’t contribute beauty and magic by fitting in. The fifth hammer makes a difference by standing out.” – Seth Godin. Ever said those words? Ever said those words and it worked out? Ever said those words about a new...
The Challenge with Challenger Selling
Selling functions

The Challenge with Challenger Selling

March 9th, 2016 0
  I’d love to play at Wimbledon, or at least I would have 30 years ago, even if I would have been quickly hammered off the court. But, luckily for spectators, feckless amateurs can’t just rock up at Wimbledon with their...
Yo-Yo Prospecting
Selling functions

Yo-Yo Prospecting

March 7th, 2016 0
  We've all heard of Yo Yo Dieting. You realise you've put on more weight than you want. You starve yourself to get to your goal weight and, once there, go back to your old habits only to regain the weight. So you diet again...
7 easy steps to create an effective customer focused value proposition
Selling functions

7 easy steps to create an effective customer focused value proposition

February 16th, 2016 0
Value propositions are notoriously difficult to craft, particularly in B2B. If you Google “value proposition” you’ll see a vast range of corporate blandness and predictable similarity. Why is this so? It’s rather...
How Top Salespeople Have Perfected Asking For The Order
Selling functions

How Top Salespeople Have Perfected Asking For The Order

February 12th, 2016 0
I remember hearing someone say once ‘Bernadette, the answer is always no, unless you ask’ and I have always remembered that. Whether I am lost in the car and can’t get the directions right, I will stop and ask someone for help,...
Leads are the Raw Materials of Selling – Manage Them!
Selling functions

Leads are the Raw Materials of Selling – Manage Them!

February 9th, 2016 0
There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells something” But from a sales perspective, the reality is.. “Nothing happens until you generate a lead!” And...
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