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
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.