I think we'd all like to have more opportunities in our pipelines. Some of you are fortunate to be getting new leads on a regular basis from your marketing departments or other sources, but for lot of us in the selling profession we have to find our own leads.
VIEW NOWLet’s discuss the roles involved in a complex buying process... (VIDEO INCLUDED)
VIEW NOWPeople often ask us, "What's the most effective way to reach a C-level or VP-level executive to sell to them? What medium of communication should I use? Should I use email, voicemail, letter by FedEx?"
VIEW NOWIf you look at your entire market or territory – this would be everyone you could potentially sell to, which could be defined by geography, industry, etc. – however your territory is defined, we first want to take a look at all of the opportunities that might exist in there or could potentially be found in there. (VIDEO INCLUDED)
VIEW NOWBecause of the broad variety of measures and metrics that businesses use to track and report their performance, leaning the language of business is an ongoing process.
VIEW NOWHow do you learn to think more like your customer? This concept is the underpinning of the basics we teach throughout our methodology and all of the courses we offer. The more we think like our customers, the better we understand the psychology of why and how our customers buy. (VIDEO INCLUDED)
VIEW NOWThis is a question we hear from just about everybody who’s responsible for outbound business development – for reaching out to customers as opposed to just responding to inbound leads and inquiries. How do you sell past the executive assistant?
VIEW NOWMany years ago I learned the hard way that customers don’t really want to buy anything. They don’t have any interest in the products and services that we sell...
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