‘Passive’ Lead Generation
Invest in your network. And invest in establishing your expertise and experience. Because a significant percentage of leads can come in through connections you didn’t know you’d made.
Using LinkedIn to Get Prospects
Here’s a simple process for finding and engaging with new leads and prospects.
Your Price Is Too High
Customers want value. They want to pay X $ (or ￥or￡ or whatever)and get >1X in value. So when they state “Your price is too high,” they’re simply saying that they haven’t been convinced they will get >1X back.
Enterprise Sales: Why Is It So Hard?
and get the market recognition that comes with landing a prestigious Fortune 500 customer, having an enterprise sales strategy can be a game-changer…
But before diving in headlong and investing the extensive time, effort, and whatever patience you can spare, you must understand all that is required and the challenges that stand in your way.
How to Think About Sale vs. Sell
Being a salesperson by profession and someone fascinated by the psychology of sales, words like sale and sell naturally intrigue me.
As simple as it may sound, the significance of sale vs. sell is worth some examination for those of us dedicated to the craft of sales.
Do You Jump?
Leaving the perceived safety of company employment isn’t for everyone. And it warrants some serious thinking before making the leap. But for many people, that opens up almost infinite opportunity.
Big B2B ≠ Everyone
Selling to large enterprises is hard. Sales cycles are protracted and unpredictable. Product requirements will be extensive and demanding. You’re selling to multiple different personalities,
Paint the Picture
Assumptions can be a dangerous thing. I was in a preparing for a follow up sales call with marketing people at one of the premier
This is a Test
Here’s a question. How does one get better? How does one improve at something? (Okay, that’s two questions.) Here’s how you don’t improve. Keep doing