In a previous article, I shared the 5 Core Steps to Consultative Selling. The steps were: building rapport, conducting a needs analysis, crafting a solution, proposing / selling the solution, and then servicing the account. Today, let's look at [...]
Selling is hard. The challenges sellers face every day are daunting. Pressures from managers notwithstanding, we're also up against clients who are tired of old-fashioned sales techniques, often know more about our solutions than we do and are using technology [...]
One of the foundational copywriting strategies is to tailor your copy to your customers' buying cycle. Regardless of the time your buying cycle takes, you need to communicate effectively at each stage to move customers along through the cycle. This [...]
by vickyvky86 Social Media Is Social Social media is an essential tool in the consultative selling process. But it is important to recognize that social media is not, by its nature, a business tool. The primary purpose of social [...]
Problem Solving by Ken Whytock The Internet is drowning in volumes of Web content, but it can be hard to figure out how to use your own to complement your consultative selling process. This strategy is essential to your [...]
Image via Emilie Ogez Social media is an essential component in a modern marketer's toolbox, so it's important to have a clear understanding of the fundamentals. Business in general is becoming increasingly social, making social media marketing more [...]
If there is one secret to sales success, it lies in your ability see things from your customers point of view -- as well as your own. And because of this simple secret, we have an endless array of consultative [...]
CRM by Sean MacEntee Marketing and sales have a very close relationship and are vital for the growth and profitability of your organization. Customer relationship data should be available to both these departments so marketing and sales campaigns can [...]
Is it possible to get good SEO advice from spammy comments on your blog? Brian thinks so - read on to find out.
When I wrote about how to apply consultative selling online, I mentioned how this form of personal selling is an approach where a sales representative has an in-depth discussion with a prospect before offering solutions. It's needs based, generates informative [...]
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