by Mark Stonham | Dec 28, 2018 | Business Dev't Goals & Strategy, Sales Funnel
Keeping things simple, and tidy, can be a very effective strategy to grow your business. For those of us in business development, sales and marketing, we need to stay current, with the market, with clients, and with our value service. Clutter gets in the way! It...
by Mark Stonham | Jul 28, 2017 | 3. Identity - Attract Enquiries, Business Dev't Goals & Strategy, Projects
What does it take for people to buy our products and services – and why does the brand triangle help us with lead generation and sales conversion? They are effectively buying a promise that they will receive a benefit. Buyers need to have a lot of trust,...
by Mark Stonham | Aug 28, 2015 | Business Dev't Goals & Strategy, Tips for Social Selling Relationships
Knowledge is a wonderful thing, and valuable when it solves problems. And in business the value increases as we solve bigger and bigger problems, helping people to save time and money, to make money, to reduce risk and so on. But time is precious, so the challenge is...
by Mark Stonham | Aug 28, 2015 | 1. Goals - re BizDev & LinkedIn, Business Dev't Goals & Strategy, Tips for Social Selling Relationships
As time and resources are precious it’s understandable that decision-makers are looking at social selling goals for reassurance that sales effectiveness will improve. Measuring the ROI of LinkedIn use and Social Selling activity can be tricky. However, outlined...
by Mark Stonham | Aug 28, 2015 | Business Dev't Goals & Strategy, LinkedIn Goals & Strategy, Tips for Social Selling Relationships
Many people have an official or unofficial role as a consultant. They are Trusted Advisors who make recommendations based on their knowledge and assessment of a particular situation. Medical Consultants are a great example. They assess complex situations. They also...
by Mark Stonham | Mar 3, 2015 | Business Dev't Goals & Strategy, Sales Relationships
Quick Tips: 1. Use LinkedIn as a research tool to find out about prospects at milestones in the buying process: especially before you have the first meeting, and before you start writing a significant bid or sales proposal. In particular look at who you have in...
