Once you’ve sold something and your customer has bought they expect to receive value. They will have expectations about what this value is, and also when it will be realised and how much effort they will need to put in to realise it. There is an opportunity to over-deliver in each of these areas and […]
Archive | June, 2010
Attract customers by being an authority on your subject.
If you’re in sales then you’ll be VERY focused on this stage in the B2B sales cycle. Your targets and financial compensation will be directly linked to how much you sell. If you’ve been in sales for more than say 10 years you’ll recognsie that you could be pretty much in control of your own […]
Engage is all about gaining permission to communicate with someone, or having them ‘Follow’ you in Social Media. You need to make it worthwhile for people to choose to engage with you, through the value you offer, expressed in the content you make available. So, for a start it’s worth taking about issues the other […]
Lead nurture activity is an increasingly important stage in the B2B sales cycle. Lead nurture itself isn’t new, and many activities in the traditional B2B sales cycle contribute to moving the sale along. What is new are the tools and techniques available to even small and mid-sized companies, to respond to the changes in buyer […]
Being able to attract people who have a problem, issue or need that you can solve is a very effective way to feed your sales funnel. There are literally dozens of new options available, which makes it confusing, complex and costly, (especially in terms of your time), to make choices. And then implementation takes time. […]