How to Start a Sales Call on the Phone

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Posted: Jan 29 2017
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How to Start a Sales Call on the Phone? How to Start a Sales Call on the Phone? In this day and age is there a need to sell over the phone? Oddly, still to this day, people buy from…

How To Contact C Level Executives

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Posted: Dec 12 2016
Tags: cold calling
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How To Contact C Level Executives? How to Contact C Level Executives? In other words how to contact the ‘c-suite’. We covered some of this area before but I always wanted to return to it. Getting in contact with a…

Outsource B2B Sales

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Posted: Dec 05 2016
Tags: Outsource B2B Sales
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Outsource B2B Sales – Does it Work? In short, yes it can but like most aspects of business there’s a right and a wrong way! I’m not saying our method is the only way but it’s based on two principals;…

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…