Better Sales Methods

People are really just interested in two things. They might describe them a hundred different ways, but here is what they are interested in: How much does it cost, and what will it do for me? If you can answer those questions, you are on your way to a successful business.

Selling the Vision is Easier Than Selling the Product

I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling...

4 Steps to Skyrocket Your Outbound Sales Call Closing Rate

Sales representatives are classic workhorses for businesses who want to skyrocket their sales or generate leads. We know this to be true since according...

Rescuing Deals!

Each of us has experienced it, we’re struggling winning a deal. It’s an important one for us and for the company, we look for...

How to Attract, Connect and Convert More Prospects into Customers

In 2017, digital ad spend has surpassed television ad spend. Brands are switching their ad spend focus from TV, radio and print to digital. If...

How to Write a Professional Proposal

Before you begin writing a short novel as a proposal for your potential client, ask yourself the following questions. Remember to be completely honest with yourself. You want to make sure this bid is a good fit for your company as well, and not just a huge waste of your time.

Making B2B More Like B2C Sales?

I read a terrific article by Tiffani Bova, “6 Tips For Selling In The Age Of The Connected Consumer.” There’s a lot I agree with,...

What’s the Customer’s Whole Problem?

Our focus, naturally, is on what we sell. More accurately, it’s on what problems our products and solutions solve. For the moment, I’ll ignore...

How to Win Back Former Customers

Do you remember the children's song "Make New Friends, but Keep the Old?" Unfortunately many businesses do not, and instead are singularly focused on finding as many new customers as possible.

When the Customer Doesn’t Respond the Way You Want Them To

This afternoon, the phone rang, I picked it up, “Hi, this is Dave Brock.” Clearly, there was a sales person on the line, she said,...

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