Top sales performers are outcome-focused
Reading Time: 4 minutes Top sales performers leverage outcome-based selling, a consultative approach that is about understanding customer pain points and priorities.
Blog
5 ways to increase webinar attendance
Reading Time: 3 minutes If you promote your webinar the right way, you increase attendance rate, drive more leads, and even generate revenue.
How to create a B2B Go-to-Market Strategy in five steps
Reading Time: 3 minutes A Go-to-Market strategy does not need to be overcomplicated. In my experience, you have your best chance of getting a commercial result by starting with a simple strategy and adding to it over time.
5 traits that define a great salesperson
Reading Time: 4 minutes If you want to be a great salesperson, these five traits should be high up on your list of qualities to develop.
How to write compelling B2B email campaigns
Reading Time: 4 minutes The average professional spends over 2.5 hours reading through an average of 120 emails a day. You have a guarantee that your email will be swamped…
How effective CEOs lead in a crisis
Reading Time: 4 minutes How you lead in a crisis determines not only your business’ survival, but its success on the other side.
10 Reasons Your Deal Will Not Close
Reading Time: 4 minutes Salespeople often make the mistake of thinking about all the reasons a deal will close. They convince themselves that the opportunity is solid, so they can justify …
Roadmap to a more resilient business in the post-COVID era
Reading Time: 4 minutes Is your business resilient? The answer has nothing to do with your size, revenue, or whether this quarter or year is going well for you. Think of a memory …
Are you committing the seven deadly sins of marketing?
Reading Time: 4 minutes The new normal is forcing organisations to revamp their unnecessary marketing business functions. Time and again, with the first signs of any crisis, marketing budgets …
How well prepared are you for the long game of sales?
Reading Time: < 1 minute Salespeople – How well prepared are you for the long game of sales? The long game is diametrically opposed to the thrill of the chase of big deals closing fast …
Why you need Deep and Wide Content Marketing
Reading Time: 5 minutes Content marketing has become one of the most powerful forms of digital marketing today. A well thought out content marketing strategy is a crucial element of the …
Cement your market position in a downturn
Reading Time: 4 minutes I have spoken with several hundred Australian business leaders over the past nine months. These conversations have spanned from when COVID-19 first hit …