The traditional sales funnel is viewed as linear and one way. This can lead to a lot of wastage as prospects and leads fall by the way-side if they don’t progress to the next stage. It also misses huge opportunities to tap into the potential to leverage progression to feed back into the sales funnel. […]
AIDA, Next Step, Qualify, Close, Deliver etc.
I first met Stephen in 2009 in Bristol and I was impressed by his approach to helping businesses grow through a combination of marketing basics and new techniques, particularly around international marketing. Since then he’s been extremely busy with consulting and speaking engagements in the UK and abroad. I caught up with him when he […]
Selling, and buying, can be looked at as a series of events. An event driven selling approach helps when analysing what is taking place within the sales cycle, and also in the buying cycle. It enables improvements to be made, in effectiveness and efficiency. What is a selling event? There are several things that can […]
Simplicity can be much more powerful than complexity, especially in selling, and buyer emotions have a dramatic impact on sales success A eureka moment occurred for me recently, at a workshop run by internationally acclaimed public speaking coach Topher Morrison. He shared a simple four step model to tap into the emotional states that buyers […]
Since you are reading this you probably have a challenge in the lead generation area. If it’s any consolation you’re not alone. MarketingSherpa: Over 80% of companies surveyed said a lack of “quality sales leads” is their single biggest challenge. (Up from 70% last year!) CEO Insights: found the lowest percentage of salespeople making quota […]
Having a clear understanding of your Buyers, their Buying Behaviour and their Buyer Cycle will provide a solid foundation to help you build effective prospecting and sales relationships. Apply these principles to the next conversation you have with a prospect, to your next email, and to social prospecting in LinkedIn and you could start to […]
The B2B sales cycle should reflect the process the buyer or buying team goes through, in order to improve conversions and reduce cost and effort. The Wurlwind sales funnel framework works on a 5 step sales cycle: Attract – use various techniques so prospects find you Engage – where you gain permission to communicate Nurture […]
Lead generation using content marketing is evolving rapidly. HubSpot is a market leader and sets the standard for best practice. Here are 11 lessons I pick out from their campaign ’11 examples of online marketing success’.
From business card to second invoice – what are the steps you and your potential customer go through, and how can you become as effective as possible in achieving the best result for both of you?