On a basic level sales is simple: identify a problem you solve, find people with that problem (and money), work with them and solve their problem, collect payment. Simple eh? In the real world this journey is less simple. Especially if you sell a complex B2B product, such as technology. When selling enterprise technology you need to sell business impact
You need a plan when it comes to sales conversations. If you want to bring in more sales revenue, you can have more sales conversations and that may generate more sales. But if you have smarter sales conversations, then you can really shift your sales results. How can you plan sales conversations? Where can you start? Here are some pointers on
I had dinner last week with a client’s vice president of sales and the company’s US sales manager. We met over a steak and a glass of wine and the conversation was one of my favorite subjects: how to plan and grow sales in new markets. Planning and sizing sales teams for growth in new markets and new territories can present
Are you comfortable to ask for the sale? This is a common problem. You have an amazing product, service, skill or expertise to share with your prospects. You speaking with relevant prospects. But do you then move the conversation to the point where you ask for the sale – or do you just leave breadcrumbs, and almost expect the prospect
Recently I was a speaker at Sales Hacker 2017 where I presented alongside Adobe, Vidyard and Ericsson on: ‘How to Close an Enterprise Sale.’ There are many things that you can say about enterprise selling. It’s complex, with many moving parts, is a team sport, it demands understanding of different perspectives and motives, and requires a willingness to work with
Crowdfunding is a powerful tool. It unlocks opportunities, enables news products to reach interested buyers, solves problems, drives business models, and creates customers, supporters and fans. Crowdfunding is a very human way of doing business. As with crowdsourcing, the notion of sharing concepts to collect ideas or to solve a problem is a very human behavior. We all instinctively know that