Sharing Ideas About Sales Strategies & Sales Techniques
Sales Discovery Questions
What are the most powerful sales discovery questions? One of them is not, “are you happy with your current solution”, although in all fairness it’s not an inappropriate question used in the right circumstances. However, try to not to rely…
The Transparency Sale
The Transparency Sale When most salespeople think about the concept the transparencty sale, I suppose Saint Augustine’s quote comes to mind, “Please God, make me good, but not just yet”. However, here’s the thing, been open and transparent in the…
Lead Nurturing
Lead Nurturing What is lead nurturing? On one hand Lead Nurturing is the process of moving prospects from qualified opportunity to closing the sale. On the other hand, Lead Nurturing is the method of keeping in contact with sales prospects…
Remote Selling
Remote Selling Ah Remote Selling – I’m sure we’re all sick of COVID-19 at this point, and we’re also sceptical of someone ‘jumping on the pandemic bandwagon’. However, Coronavirus has changed B2B Selling. It’s an inconvenient truth but the…
Trusted Salesperson
Trusted Salesperson The trusted salesperson may be a contradiction to some, but as we’ve written about before ((https://www.b2bsell.com/the-consultative-salesperson/) integrity is the most important characteristic of a salesperson. Furthermore, people don’t trust an organisation unless they trust their sales executives;…
How to Conduct a Cold Call Campaign
How to Conduct a Cold Call Campaign How to conduct a cold call campaign. OK, most people hate cold calling, why? Let’s face it, it’s difficult to psych yourself up, mainly because you don’t know how, or you’ve had a…
Better Online Sales Meetings
Better Online Sales Meetings Whether we like it or not most of us have had to get used to more online meetings using Zoom, Teams, Skype, or some other variant. This has presented significant challenges to all of us and…
Sales in COVID-19
Sales in COVID-19. At this point we all understand that COVID-19 is having a profound effect on business, civil society, behavioural psychology, and the sales process. Sales needs to respond to the significant challenges and disruption that the global pandemic…