Customer statements lose value when a company reduces them to keywords without context and consequences A customer may say they need “better visibility,” but that does not necessarily mean another dashboard. The real problem may be a dispute between managers, an…
A marketing lead is not yet a sales opportunity. Weak qualification forces salespeople to waste time on the wrong people Marketing and sales can evaluate the same lead very differently. Marketing…
In complex B2B sales, more than contacts get lost. The greatest damage comes from context scattered across people A long sales opportunity can last for months and involve several…
In complex B2B sales, tracking the opportunity is not enough. You need to know how the customer actually makes decisions Meetings, presentations, a new contact, or a submitted proposal can create…
AI-enabled buyers may know your competitors and prices before the first call. Salespeople must add what research could not reveal Some customers enter a sales conversation with AI-generated comparisons of…
Customers can vet a salesperson with AI before ever allowing a pitch Artificial intelligence no longer helps only salespeople with preparation.…
How to overcome natural nervousness before a sales meeting Feeling a certain degree of nervousness before a business meeting or sales…
Four tips to overcome stress and nervousness before a sales meeting Both novice and experienced sales professionals sometimes feel nervous,…
„Elevator pitch”: How to prepare your own and boost your sales An „elevator pitch” represents an effective way to approach a new potential…
Visualization: a technique used by top athletes that also benefits sales professionals A business meeting with a key client or a presentation before senior…
What (and how) you should learn about a B2B client before you contact them We all agree that the more information we have about a client before we…
How to get rid of nervousness and stress before a business meeting or a phone call Business meetings and phone calls tend to be a source of minor or major…
Approaching a client again who has already rejected you once? Four tips on how to do that Products develop, market situations keep changing and people change their…
