The best pain funnel questions, asked at the wrong time, will lose you a deal you might have won if you’d asked them in the right order. Popular sales training company Sandler uses the term ‘pain funnel questions’ to describe the questions a sales person should ask. I’m going to show you today that their […]
Forward from Brett Bonser: As a new member of our team, I am delighted to allow Claudia to share with you her findings – on key B2B sales trends that are shaping the future. Don’t let your sales be left behind. Read on, to prepare yourself for the changes ahead. As a business leader, you […]
Indexes of thousands marketing blogs are great for SEO. Make really sticky content. Today we’re going to review five of those indexes and explain how, and why, the sites have created those indexes of thousands of marketing blogs. Let’s start with I’ve concluded and then I’ll explain why I’ve concluded that. Number one: find the […]
In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than leading with their products. But there’s a potential problem: any organisation, any stakeholder, always has many more issues that they would like to address than they could possibly have the have money, time, or inclination to deal with. […]
Training your marketers does little to help them generate leads that are more ‘acceptable’ to Sales, nor does increasing the training of your salespeople improve their ability to close. If this is the case, why bother investing in training at all? In this week’s blog, Hugh explains why investing heavily in training for Sales and Marketing does deliver benefits, but not where you’d expect. […]
What separates the top-performing B2B sales and marketing organisations from their also-ran competitors? What are the winning behaviours that enable them to create repeatable, scalable and predictable businesses? After observing many of these best-in-class organisations in action, I’d like to suggest 20 best practices that all B2B focused companies ought to think about adopting… These […]
What is it that your top sales performers do better than anyone else? Part of the explanation may, of course, be simply that they are more naturally talented, or have a greater emotional intelligence when it comes to decoding complex sales relationships. But they will also have accumulated a set of winning habits and behaviours […]
Faced with increasing competition, commoditisation and margin erosion, most B2B vendors have chosen to embrace “solution selling” in one form or another. But, as many have learned to their cost, simply slapping solution lipstick on a product pig tends to be a cost-added, rather than a value-added strategy. Applying solution selling in today’s increasingly well-educated […]
In the past few months a cool new term has appeared on my radar. That term is, “revenue marketer”. Wish I had thought of it first. It defines a new level of marketing professional. While I’m energized by the term, sadly, I’m concerned that too many B2B marketers don’t have the right perspective and skills […]