Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
Some deny it. Others embrace it: The eagerness of continuous learning. For Sales, knowledge is the new value to trade, and it will affect your income. As Jeb Blount says in his book Inked: In Sales, when you out-learn, you …
Deep dive with me for a moment into the world of a customer looking for the next growth opportunity. Say we have Harry, Elise, Lily and Peter as the primary stakeholders concerned with this task and doing their research individually …
Let’s face it: calling on Prospects is not easy. You already know the answer when you ask how content they are with your competitor. Why should they change? They may have been loyal to your competitor for years. And your …
Here is a question for you: when was the last time you went to the city shopping? I mean, the traditional shop until-you-drop type of shopping, coming home with too many bags and some regret? Well, that seems to be more …
B2C and B2B insights There is this wrong belief that insight selling is something new. It isn’t. Not in B2B or B2C. In the latter, we as consumers are exposed to insights all the time: for example, when we are …
Do your own research with top customers and use that for sharing insights through storytelling.
B2B buying is changing fast and before you know it, buyers have moved on without you. How not to miss the boat?