Why Bother with Marketing when Sales is Working Well?
Reading Time: 2 minutes You lead a B2B organisation. The average transaction value of your services is circa $50,000. So, we are not …
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To Cold Call or Not to Cold Call
Reading Time: 5 minutes Is a cold call worth the time and effort? Every B2B Sales professional has asked themselves the question at some point: is a cold call worth the time, effort, and likelihood …
Are you selling to just ONE decision maker?
Reading Time: 5 minutes When I started my Sales career, I saw things through a rather simple lens. In my blatantly naïve perspective, there was ONE decision maker in every prospective …
Which MODE is your customer’s organisation operating in?
Reading Time: 6 minutes Customer profiling is a no-brainer and is common knowledge. Salespeople, especially those that survive and thrive in the game are good at profiling the prospect …
How Healthy is Your Sales Funnel?
Reading Time: 4 minutes Complexity is on the increase in B2B Sales. According to research from Bain & Co, most enterprises have increasing sales expenses as a percentage of revenues …
Sales Professionals – Are you Failing to Build Consensus?
Reading Time: 8 minutes The Flawed Assumption If you are in B2B Sales, be it as a Sales Leader or a Sales Professional, you have more than likely been in a situation where you thought ‘the deal’ was …
How can Social Selling be measured?
Reading Time: < 1 minute If you are considering Social Selling as an organisation – or already executing on it – what are the measures of success? What KPIs should you put in place? And – how do …
In Sales, Impatience Can Be a Virtue
Reading Time: 4 minutes The profession of Sales introduces one, to many a tough situation. Yes, the rewards can be plentiful, the glory insuperable and the lifestyle lavish. Indeed, the highs can …
Video Marketing – 6 Ways to Measure Success
Reading Time: 10 minutes There was a time when the written word was more than enough for organisations to make a compelling case. Today, we live in the era of social media and the written …
LinkedIn Network – Quantity or Quality?
Reading Time: 8 minutes Recently, I was one of the facilitators at the Social Selling Forum in Melbourne, Australia. Over lunch, one of the attendees asked me – “When developing …
5 Skills for the Modern B2B Sales Leader
Reading Time: < 1 minute The B2B buyer behaviour has changed. The B2B buying process has changed. It is safe to say that the B2B buyer has changed. This change in buyer behaviour has compelled …
Why Invest in Social Selling – Why Now?
Reading Time: 9 minutes Most B2B decision makers approach a business buying decision just like they approach purchasing decision in their personal lives. We shop for clothes online …
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