“No business buys a solution for a problem they don’t have. When a prospect comes to the table and says: ‘We have a problem’, then you’re both on the same side of…
The No 1. Core Sales Competency Required in Covid-19 & Beyond
Take a moment to imagine what your organisation would look like if each of your sales executives were responsible for their own performance and took greater accountability for their results.…
A Sales Etiquette Guide for Remote B2B Selling in the COVID-19 Environment
COVID-19 doesn’t mean we can’t continue to do business, but it is changing how we do business – particularly in the sales environment. I recently had my first online sales…
COVID-19: The Sales Manager’s Guide to Leading in a Crisis
As a sales leader, you’re facing the same stresses and anxieties as your sales team. The difference is that you need to step up to help them. The only way…
The Sales Pitch is Dead: How to Communicate with Customers Amid Covid-19
If thinking back to the hip, shiny and whimsical trends we were all so invested in a few weeks ago seems like a century ago, you’re not alone. Yesterday’s craft…
Changing the Way Your Sales Teams Work in Covid-19
If COVID-19 has taught the business world anything – it’s that there has never been a more crucial time to change the way we work than right now. Some companies…
Trigger Buying Decisions With Effective Sales Content
Question: Has your Sales Organisation developed purpose-built sales collateral to assist prospects as they progress through the sales funnel from lead to prospect to customer – and is your existing…
Why Focusing On Cost Of The Problem But Ignoring ROI Can Kill Late-Stage Deals
Question: Does your Sales Organisation use formally documented processes to quantify customer ROI (return on investment) for larger deals – and are your sales executives able to consistently quantify customer…
How Customer Success Stories Boost Lead Gen
Question: Does your Sales Organisation use customer success stories and testimonials per product and industry verticals for online lead generation – and does your sales force leverage the power of…
How To Get Industry-Specific In Your Sales Process To Win More Deals
Question: Has your Sales Organisation formally developed content from a customer-centric perspective that is relevant and interesting to prospects in helping them solve problems – and does your current content…