Sales Call Structure – Sell Successfully

In the digital sales world, the art of making a sales call has been overlooked, so today lots of sales people do not understand the nuances involved in making successful sales calls. Whether the sales call is cold, as a result of a web lead or inbound enquiry always approach the sales call with theContinue reading “Sales Call Structure – Sell Successfully”

Social Selling Tips

The sales and marketing buzzword word at the moment is “Social Selling”; where the sales process is now tapping into social media conversations and the impact of social networks in driving brand awareness or buyer consideration.  Most sales and marketing leaders would concur that the sales process has completely changed. Sales people need to adjustContinue reading “Social Selling Tips”

Managing a Startup Business

If you can’t find a way, then make a way! Starting a business, any business is a brave step. But how do you manage a start-up business as well as find customers or put in place a customer acquisition strategy on tight or even zero budgets. Working with early stage and start-up companies I knowContinue reading “Managing a Startup Business”

LinkedIn for Lead Generation

LinkedIn can be a powerful sales tool when used as part of lead generation and networking activities. As social selling and reaching social influencers becomes ever more important in raising awareness of a company, brand, product or service it is important to use LinkedIn effectively. However, before any lead generation can happen, it is importantContinue reading “LinkedIn for Lead Generation”

Sales Consultant

The bitter business acts as a sales consultant providing sales as a service in the areas of business development, sales strategy; social selling and high level lead generation. Entrepreneurs and early stage companies have no shortage of ideas on products and solutions but may struggle with ramping up sales and customer acquisition. In today’s digitalContinue reading “Sales Consultant”

Selling Techniques

In sales, for selling techniques to work effectively there needs to be clarity in both the actual sales role and in the process of selling. Successful selling is about always having a clear objective based on where we are in the sales process. Challenge the buyer’s journey Sales people can too often view the salesContinue reading “Selling Techniques”

Thought Leadership

Thought leadership is not about boasting or bragging, rather it is about sharing informed insights to hopefully inspire people. Thought leaders are not afraid to propose new ideas, new models or different views on a topic. Thought leadership when done correctly can help further a person’s career or a business. Being a thought leader shouldContinue reading “Thought Leadership”

Sales Strategy

To have an effective sales strategy a business needs to consider its products, its market and how the sales effort will be directed to ensure it captures profitable growth selling to customers. Sales strategy is a business decision on (1) who the sales teams are going to sell to (2) what are they going toContinue reading “Sales Strategy”

Customer Targeting

Customer targeting or who a business sells to whether it is B2B or B2C, is a key part of the business planning process. Customer profiling and target selection is critical as it defines the marketing strategy, resources, costs and customer target selection lists for the sales team. A businesses services or products may have appealContinue reading “Customer Targeting”

Why Customers Buy

Customers buy solutions to problems or solutions for outcomes they need to make their business or lives better. While pricing is important it usually ranks 3 or 4 on buyer’s criteria. Too many businesses rely on the assumption in the era of digital self-education that the most important thing to a customer is price. ButContinue reading “Why Customers Buy”