B2B Solutions to Sell More - Faster
What is a worldview? A worldview is the way you or someone else views the world. It’s the environment we work in, the things we care about, the rules and regulations that form parameters around our work-life, our influences and biases, etc. Why worldviews are important Worldviews are important because it’s the lens each of…
I’m pleased to have been included as one of five Go-To-Market influencers highlighted by OpenView Labs. A go-to-market strategy is a unified, multi-disciplinary approach to bringing products and services to the marketplace. While many companies have traditionally treated their marketing, sales, customer service, and product teams as autonomous functions with little interaction, those with a…
A commonly cited problem with cold calling is it’s an unwelcome interruption and merely a shot in the dark. Both ills result in a colossal waste of time — the first risks damage to your reputation and the second is a numbers game. There’s a problem with this problem. 1. If the call you receive…
Topic: Connecting with Decision Makers Format: MP3 Time : 04:33 For a person to give you time or money, they have to perceive a return that’s greater than what they give. For a person to do it twice, they have to realize it. If you’re having a hard time getting people to accept your appointment…
Driving Mechanisms are the things going on in a client account that drive the purchase decision in a given time-frame. This podcast explains the value of driving mechanisms and how sales staff and management alike can use them to qualify and advance a sales opportunity, as well as increase the accuracy of your sales forecast.
Why your prospect’s view of the world is more important than yours
October 25, 2010
Is it difficult talking about your company? It’s easier if you have a core story
December 8, 2011
How to create your compelling core story: Part 1
December 16, 2011
How a one-page letter created sales-ready leads — A FREE 57-page tell-all report
December 1, 2010
Tired of competing on price? Here’s an example of a company who changed the rules
February 26, 2012
When is a B2B sales letter too short or too long? – Copykick says:
[...] the letter profiled in my B2B and B2G lead generation...
Five truths to getting in every salesperson needs to accept – Saleskick says:
[...] obvious. If you cant’ get in front of a decision...
Getting In: More on the greatest sales skill of them all – Saleskick says:
[...] written before on my belief getting in is the greatest...
Why you should ask more questions before you give any answers – Saleskick says:
[...] you’re in a conversation with a prospective customer the questions...
The question you have to answer to make the sale – Saleskick says:
[...] answers to the question Why should I buy from you? come the...
Why your prospect’s view of the world is more important than yours
October 25, 2010
Is it difficult talking about your company? It’s easier if you have a core story
December 8, 2011
How to create your compelling core story: Part 1
December 16, 2011
How a one-page letter created sales-ready leads — A FREE 57-page tell-all report
December 1, 2010
Tired of competing on price? Here’s an example of a company who changed the rules
February 26, 2012
When is a B2B sales letter too short or too long? – Copykick says:
[...] the letter profiled in my B2B and B2G lead generation...
Five truths to getting in every salesperson needs to accept – Saleskick says:
[...] obvious. If you cant’ get in front of a decision...
Getting In: More on the greatest sales skill of them all – Saleskick says:
[...] written before on my belief getting in is the greatest...
Why you should ask more questions before you give any answers – Saleskick says:
[...] you’re in a conversation with a prospective customer the questions...
The question you have to answer to make the sale – Saleskick says:
[...] answers to the question Why should I buy from you? come the...
