Social selling might still sound like a scary concept, mostly because you’re not exactly sure where to start… or finish. This article will provide you with a step-by-step guide to make social selling that little bit easier. An infographic from Ben Martin walks readers through such a process that only requires a half hour per day. I’ve made some adjustments to this process which… read more.
If you’re not sure who you are selling to, then why are you selling to them? In order to really engage potential buyers for meaningful sales conversations, your sales team must first clearly establish a buyer persona. You might have an idea of the overall market to which you’re targeting, but there’s an important saying from Business Network International that really applies in this… read more.
Salespeople miss out on a huge opportunity when they do not utilize market intelligence. Marketing teams gather a lot of information and social data about the leads they generate, much of which is made available to the sales department to make their jobs a little easier. But it seems utterly pointless collecting this data if nobody actually, well, uses it. And then all that… read more.
Value Based Selling is the process of understanding and reinforcing the reasons why your product or service is of value to the buyer. It’s an unfortunate fact that many of today’s B2B sales people are still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being a… read more.
The way in which B2B buyers research and buy today demands changes to the sales process. Strategies must adapt to the current ‘online generation’. Sales people can no longer focus on just their actions. Today, the sales process needs to be a collaboration. It’s about finding leads that are the right fit for your service early in the process, then helping your prospect gain… read more.