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How do I close a sale?

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’.

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How can I best use digital marketing?

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.

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How do I qualify my customers?

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.

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Why is marketing products ineffective?

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’.

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How do I engage my prospect?

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’.