Category Archives for "Scale Your Sales Attraction"

This One Strategy Builds Your Brand Awareness

I am often asked by sales professional and subject matter experts “how do you build your profiles and visibility with your target audience?” First, you must have a profile of a credible expert with differentiated value to share. Then get engagement on social media platforms, as this is the quickest way to build your personal […]

What Buyers Want from Your Sales Process

When I worked as a financial consultant selling investments and insurance to Companies and individuals, I was taught a linear sales process: Prospecting Building rapport. Qualifying if B2B using BANT framework. Presenting a solution or B2B presenting value. Address objections. Closing the deal and the next step. Onboarding and follow-up. Sales is no longer a […]

5 Attributes of Empowering Sales Leader

When I was a sales rep there seemed only one sales playbook. Having worked in financial service, in the 1990s, I came from the traditional sink-or-swim sales environment. We got given leads, we did cold calling (this was a time when you could), and I typically hit quota 60% of the time. Industry average! Many years […]

Why B2B Buyers Must Experience AI and AR Sales Solutions Processes

B2B buyers are no longer conditioned to wait. What has changed? Faster beats better or cheaper. The expectations buyers gain from their personal experience of B2C purchases on a platform like Amazon and eBay, inform their B2B purchasing expectations. No longer are B2B buyers willing to wait days for a response to an enquiry.

11 Compelling Reasons to Build on Multichannel B2B Relationships Connected Global Economy

72% of consumers say they would prefer to connect with brands and businesses across multiple channels. Companies must take a step outside the traditional sales and marketing funnels towards an integrated approach. Capturing interest and conducting conversations on multiple channels that sales reps can further engage and accelerate the relationship forward.

8 Proven Social Sales Strategies to Attract Your B2B Buyers and Scale Your Sales

The Military enters new markets first on social before they step foot on the ground (my source is Timothy Hughes). Do you think your first point of contact with an unfamiliar connection should be through social engagement? If the Special Air Service (SAS) is engaging on LinkedIn, so should you be?