Tag Archives: B2B sales

Sales time: Want to increase sales? Add sales to your schedule

Hazel Butters/ September 2, 2019/ Sales/ 0 comments

If you’re a business owner or entrepreneur, this scenario may be familiar: you work long days, perhaps 8, 10 or 12+ hour-days, with a never-ending to-do list. You spin so many plates it can feel relentless, and yet at the end of the month or quarter you find yourself in need of more sales and to increase sales. When we’re

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New event: Boston outbound sales workshop

Hazel Butters/ August 22, 2019/ Events, Sales/ 0 comments

We’re excited to announce that we are running our next outbound sales workshop – and it’s really hands-on. During the workshop we will work with you to DRAFT your ideal sales conversations, ways to open cold calls, talking points to use with prospects.  We then work with you to IDENTIFY prospects you can call. Then (drum roll) we work with you

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New CI London workshop: Thursday 25 April

Hazel Butters/ March 6, 2019/ Competitive Intelligence/ 0 comments

On April 25 we are going to be running our next Competitive Intelligence (CI) workshop in London. This is a one-day practical workshop for B2B technology vendors on how to gather, analyse and apply competitive intelligence (CI). During this intensive one-day workshop we will share insights, ideas, worksheets, resources and practical methods to launch, boost or fine-tune a Competitive Intelligence function. You

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“But we can’t afford Gartner and steak dinners.” Prospecting as a tech startup

Hazel Butters/ September 5, 2017/ Sales/ 0 comments

“But we can’t afford Gartner and steak dinners,” a tech startup founder said to me at one of our Increase Sales (Fast) as a Startup workshops.   If you’re a startup, you need to think differently about how you prospect and sell. This is especially true if you are from a corporate technology background and always think about tradeshows with a

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To demo, or not to demo, that is the sales question

Hazel Butters/ July 5, 2017/ Sales, Technology/ 0 comments

  When working on sales mapping with technology businesses, we frequently find a common ‘slow point’ within the sales process: the sales demo. If you sell a technical product, you need to give the prospect an initial “glimpse under the hood” but you don’t want to make it so self-serving that even getting prospects to agree and engage becomes a sales bottleneck.

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Using the phone in B2B sales

Hazel Butters/ April 10, 2017/ Sales, Using the phone to sell/ 0 comments

Be honest: are you resistant to using the phone in B2B sales? I had an interesting meeting with an entrepreneur whose business sells to large corporations. The founder told me they needed more sales but: “we can’t use the phone in sales.” Most people who know me, personally and professionally, know that I love the phone. So, I’m intrigued to

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