Lead Generation – The Buying Process
For this lead generation blog post I’m going to assume you have defined your value proposition, composed a sales script, voicemail message, 10 slide presentation designed and
Category: Sales
Digital Sales & Marketing Facts from Digital Sales Facebook Engagement Average engagement rates for Facebook Posts in Ireland is 3.94%, however when your post includes a video
Social Proofing on a Website – in what forms?
‘Social proof is also one of Robert Cialdini’s six principles of persuasion which maintains that people are especially likely to perform certain actions if they can relate
Getting Past the Gatekeeper – Gatekeepers – Your Advantage?
Getting Past the Gatekeeper – Underestimate ‘gatekeepers’ at your peril! Getting Past the Gatekeeper – Every sales professional must treat the gatekeeper like any other professional. Many
Sales Performance & Metrics
Sales Performance – E. M. Gray (Covey, 1992) when studying a common denominator of successful people found that ‘the successful person has the habit of doing the
Sales Metrics – Why Measure?
Sales Metrics – It’s quite simple, if you measure activity against sales objectives, a company can diagnose issues with the sales message and the sales process. By
The Qualified Sales Consultant – What you should be doing – pre meeting
The Sales Consultant – Schultz and Doerr (2014) argue that the ‘solution sales is not, in fact, dead. It is still necessary, but no longer sufficient on
5 Sales Tips for the B2B Sales Professional
Look for Trigger Events – Trigger Events in the context of selling appears to originated from Jill Konrath. A trigger event can come in many forms, such
Cold Calling – Never Cold Call. Cold Calling – Yes, you heard it, ‘never cold call’, in my earlier days my personal metric was to make 100
Digital Lead Generation – How to make it happen….some techniques from Digital Sales
Digital Lead Generation – Using Digital Marketing Activity to Generate Leads – B2B Selling has changed dramatically over the past ten years and one facilitating reason is the