Power of Storytelling in Sales

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Posted: Nov 13 2016
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Power of Storytelling in Sales Just like a picture paints 1000 words the power of storytelling in sales is worth a 1000 facts. I remember a great opening to a speech by Kingsley Aikins back in 2010 and it went…

B2B Marketing Strategy

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Posted: Oct 30 2016
Tags: marketing
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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…

Consultative Selling – Challenger Sale

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Posted: Oct 15 2016
Tags: consultative sales, consultative selling, the challenger sale
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Consultative Selling Challenger Sale The Challenger Sale, Complex Sales, SPIN selling is all very much part of the Consultative Selling process. We’ve covered lots of these areas already The Challenger Sale, SPIN Selling, The Consultative Salesperson However in this blog…

Won Sales Analysis

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Posted: Sep 24 2016
Tags: lost sales analysis, sales analysis, won sales analysis
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Won Sales Analysis In the last blog we spoke about Lost Sales Analysis but doing some research on the topic I came across Craig Elias’s work in the area of Won Sales Analysis. Craig Elias is the person behind Shift…

Lost Sales Analysis

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Posted: Sep 17 2016
Tags: lost sales analysis, won sales analysis
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Lost Sales Analysis No matter how good you are ‘you can’t win them all’ and painful as it might be you’ll never learn how to improve your offer and understand where you fit in the competitive landscape, unless you do…

Ten Ways to Generate Leads for Your Email Marketing Campaign

Email marketing campaign if done right remains one of the most effective ways to market a business. Because customers get the opportunity to opt in, your email list is filled with people who have high potential to become paying…

Sales Emails – 4 Elements of a Sales Email Template

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Posted: May 28 2016
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Sales Emails – 4 Elements of a Sales Email Template Sales Emails Primer – I’m going to borrow a phrase many of us of a certain vintage will have heard before. I first heard of this in the context of…

Building Rapport on a Cold Call

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Posted: Apr 23 2016
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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

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Posted: Apr 11 2016
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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

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Posted: Mar 25 2016
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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’…