In this lesson, Nicola Cook explains the three key parts to the closing process, and how the bottom line sometimes comes down to simply, ‘taking the dog for a walk’.
One of the big challenges in B2B organisations today is the blurring of lines between sales and marketing. In this lesson, Simon Hall explains that, in the first instance, everyone has to accept that the buyer’s behaviour has changed.
In this lesson, Nicola Cook explains how salespeople need to have ‘Scooby ears’ when looking out for buying signals! Watch this lesson to find out more…
Many B2B businesses believe that, with the exception of big corporations, a company brand is not so important. In this lesson; Simon Hall, author of Innovative B2B Marketing, completely disagrees and explains why.
Every salesperson needs to create something that’s compelling for their customers. In this lesson, Nicola Cook, author of The Secrets of Success in Selling, explains how to take the value that a company offers and make it compelling.
Surely, no one is going to buy your solution via facebook or after searching for you on Linkedin, so how important is digital marketing within the marketing mix? In this lesson; Simon Hall discusses why it’s absolutely essential for any B2B marketer to embrace digital.
One of the things that’s underestimated in sales, is the importance of qualifying prospects. Nicola Cook, explains the techniques a sales person needs in order to qualify a prospect’s buying intentions and, thereby, make their job that much easier.
The current perception in marketing circles is that ‘marketing products’ today is not as effective as in previous years. In this lesson; Simon Hall, discusses the reasons for the move away from ‘marketing products’ to ‘marketing solutions’.
When meeting a new prospect, just telling them you are a (another) training company or product manufacturer offers no value. Nicola Cook, explains that engaging a prospect’s interest in your offer starts with your ‘prologue’.
It’s not easy marketing to the C suite. In this lesson; Simon Hall, discusses some of the key aspects when marketing effectively to the C suite