What would sales be without objections? Pretty easy and boring. It would consist of just one thing: handing the pen to the customer and pointing out where to sign. You might think sales would be better off without objections, but objections are often a good sign.Read more >
Digital disruptions have already had an enormous impact on a whole set of business processes. It has also transformed the way customers react to company solicitations in general. Sales is no exception to this revolution which is ushering in a period of unprecedented change and digital selling. Read more >
You know the statistics. 75% of B2B buyers turn to social media for advice on their buying decisions. They’re also five times more likely to engage in the sales process if you share a mutual connection. Therefore, after carefully crafting your personal brand on LinkedIn, identifying target audiences and specific buyer personas, and positioning yourself as an advisor and industry thought leader – what comes next? Read more >
Are you curious on how to further increase your social selling tactics using LinkedIn? In our last blogpost, The Transformation of Cold Calling – Part I, we discussed the two first simple steps for success you need to take to contact leads through social selling, by firstly building your own personal brand and secondly creating your target audience and a buying persona. In sequel, get to know the last three hands-on tactics on how to start social selling using LinkedIn.
The increased use of social media has revolutionized how we sell. The advent of social selling is symbolic of the deeply entrenched behaviour of B2B buyers, who now more than ever use social media as an significant component of their research efforts about the solutions available to them.
Social Selling has often been discussed in recent days. But when sellers are becoming more social, isn’t it obvious that buyers are as well? Do you know what it means to you to talk to a social buyer? Here is my round-up of stepping into the shoes of a social buyer. Discover what behaviour and expectations are typical for this new generation of buyers. Read more >
Let’s face it, success in complex sales involves developing strong relationships to have permission to challenge, inspire and add value to our customers. From my point of view, nothing has changed, but the opportunity to cultivate relationships and thought leadership to a broader audience. In fact, i’d posit that it’s not the message that’s changed, but the way in which we share it.Read more >
Millions of articles and videos online inform us about how digitalization is shaking up the business world, so it’s clear that sales is going to have to change to keep pace. But what isn’t clear is how a company is supposed to “do” digital sales. Read more >
The appearance of disruptive cloud solutions has evoked a paradigm shift in terms of how software is purchased and consumed. Previously, the IT department purchased infrastructure and solutions and the business was forced to use it as provided. Read more >
Make an Immediate Impression With Whiteboarding and Visuals in Your Customer Conversations
Death by PowerPoint is omnipresent. We all have experienced it at least once, and most of us tend to fall into the same trap when presenting. Whiteboarding and visual storytelling might help you to avoid the trap of boring, cumbersome PowerPoint presentations.Read more >