Every day my inbox fills up with emails from people I don’t know. They all want my attention and I get the impression that my email address sits on some gigantic database that churns out a constant stream of badly written sales messages. Interestingly they all have the same theme, which is mainly…let me tell …
Account Based Marketing (ABM), also known as key account marketing, is a strategic approach to business marketing in which an organization considers and communicates with an individual prospect or customer accounts as markets of one. The approach has been around a few years but with advances in technology coupled with changes in buyer behaviour, we’re …
Getting noticed is a challenge that many sales people face. Social selling is a way to overcome that obstacle; here’s are 7 simply ways to get the attention of your targeted buyers: Visit their profile – Make sure your settings are open so that others can see that you have viewed their profile. Visit the …
Thanks to research from Amba Hotels for the UK’s top ten most hated pieces of business jargon (take note!): 1. Touch base offline Meaning: Meet separately after a group meetin 2. Blue sky thinking Meaning: Unrealistic thinking without influence 3. Punch a puppy Meaning: Act in a detestable way for business benefit 4. Thought shower Meaning: …
The world of selling has changed. Customers are more selective now. They only want to work with people they can trust and in networks that they can trust. The availability of information on the internet means that customers can do a lot more research in advance of meeting sales people. Recent research by the Corporate …
Sales is like a game of Monopoly. As we navigate our way around the sales landscape board, the success of our game is heavily influenced by the ‘chance cards’ we draw. Let me explain. I overheard a conversation between a sales manager and a field sales executive recently. The field sales person was saying that …
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