If our prospects have to think about how they are going to take us up on our valuable offers, we haven’t done our jobs as a marketers. Our clients need to be able to mindlessly find our marketing forms without having to scroll or hunt. They needs to be...
Many salespeople make a critical error when approaching prospects; they assume that the prospect wants to buy their product and is unlikely to say “no” to their offer. In reality, the opposite is true: most peoples’ brains are wired to reject sales...
When the pressure is hot to close at the end of the month, the quarter, or the end of the year, we start looking for deals to squeeze in before the next period begins. Sometimes we’re lucky to have found those extra deals at the beginning of the closing period, but...
In most business organizations, more than one individual holds decision-making responsibility. This is especially true when there is a large volume order or a very costly item. When multiple executives weigh in on a purchase decision, a salesperson has to work harder...
Trying to identify who makes the buying decisions in a business can be one of the hardest parts of a B2B sale. There are often several gatekeepers between you and the ultimate decision-makers, and it’s not always easy to know how to get by them. These 5 questions will...
Today, thanks to the abundance of resources online, finding leads is easier than it’s ever been. But finding the right leads is more challenging than ever. Social media and marketing automation make it a lot easier to find a high volume of leads, but that leaves a lot...