Account based marketing has been around a long time with bigger corporations. Now, with the availability of specialist software, some small and medium-sized businesses are able to follow suit. In this lesson, Simon Hall warns it’s not for everyone.
How do you spot buying signals and recognise when it is the right time to close?
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…
How does technology influence business?
Technology is changing the business environment and the way we relate to customers, suppliers, competitors. In this lesson, Susannah Schofield discusses how both customers and employees are living in a 24/7 world and beyond…
What approach should a small business take to social media?
In this lesson, Grant explains why, like it or not, companies have to accept that social media is now an operational cost of doing business.
Are you paranoid about your competition?
In this lesson, Grant Leboff, explains to Dave Harries why businesses should stop worrying about their competition and start worrying about their customers.
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.
How do I price my product or service?
In this lesson, Author, Speaker and Strategist, Grant Leboff, explains to Dave Harries ways to arrive at that ‘ideal price’,
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’.
Do people buy only on benefits or to avoid loss?
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.
How do I turn prospects into customers?
In this lesson, Author, Speaker and Strategist, Grant Leboff, discusses with Dave Harries the essentials of both on-line and off-line prospecting.