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
The common presumption of sales people is that they sell the benefits and the reasons and the value that their product or service has to offer. But in this lesson, Nicola Cook, explains that many customers buy, not to gain the benefits, but to avoid the loss.
One of the important aspects of marketing for any business is to retain the customers they have In this lesson; Simon Hall discusses what drives retention from a marketing perspective.
If you are selling, setting professional goals makes sense, but setting personal goals? In this lesson, Nicola Cook, author of The Secrets of Success in Selling, explains how personal goals are integral with people’s day to day motivations.
Every business wants to acquire new customers. In this lesson; Simon Hall, author of Innovative B2B Marketing, discusses the key drivers of making your acquisition marketing effective
Simon Hall explains that a properly implemented event allows a company to be in front of the customer and answer questions in an authentic way.
Why it is important to sell a prospect an emotional attachment, as well as the product or service that is being sold?