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For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.”


When you take control of your social media interactions on LinkedIn you will build, develop and have command over your own community. 


In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier. But because marketing automation uses the sales model as its core thinking, and concentrates on solution placement rather than helping buyers navigate their behind-the-scenes decision path (necessary before they purchase) it’s hard to know when/how/why buyers will close, regardless of the numbers of names we gather.


8 ways to a winning proposition

Posted by: nickbettes in Blogs

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nickbettes

SMEs often find it really difficult to identify their unique selling proposition (USP), let alone articulate it. If you are an IT support company or a heating business how on earth do you show everyone that you are different? Owners are left to fall back on things like "relationships" or "service" to explain what growth they have.


What are the benefits of online learning?

Posted by: OliviaBusta in Blogs

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OliviaBusta

Online learning has become a major trend in many organizations due to the convenience and flexibility of online training options. Training professionals have only begun to uncover the potential and understand the effectiveness of training online.


Are Your Marketing Efforts What They Need to Be?

Posted by: ResourceNation in Blogs

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ResourceNation



This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival.


To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you.


How much time do you spend thinking about business exit planning? 


Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.


The Rock'n'Roll Business Guru's Blog

Posted by: humandynamics in Blogs

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humandynamics



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