B2B Marketing Strategy

B2B Marketing Strategy   So what on earth is a B2B Marketing Strategy and why is it so important? Well despite the lack of communication and sometimes darn right hostility between the sales and the marketing department, in our opinion…

Building Rapport on a Cold Call

Building Rapport on a Cold Call Building Rapport on a Cold Call; Is it possible to build rapport on a cold call? There’s 3 answers here (a) Yes (b) If you don’t it’s going to be a very short and…

The Elevator Pitch

  The Elevator Pitch According to Wikipedia the Elevator Pitch “is a short summary used to quickly and simply define a process, product, service or value proposition”.   However I prefer Sean Wise’ the Canadian start-up and VC expert’s definition,…

Getting Past Gate Keepers

Getting past gate keepers is probably one of the most common obstacles cold callers, telesales and inside sales people face. Before you apply some of the techniques it’s worth bearing in mind that the ‘world does not revolve around you’…

The Consultative Salesperson

Is the Consultative Salesperson Redundant? In this day and age when so much selling is done over the internet is there a need for ‘face to face’ selling? In certain cases this is, indeed true. However, you could have the…
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