Category Archives: Social Sales

Why online prospecting is often lazy and very annoying

prospecting-attract-new-customers-for-your-business

This week’s article comes off the back of last week’s topic ‘ Getting prospects to talk to you’. It will take a different approach. I have documented the conversation John Smibert and I had in relation to online prospecting. Here it is. Enjoy. John: “…I was thinking that subject to the particular company, products and industry […]

Read more ...

What is Social Selling? And does it work?

social-selling-means-sharing-relevant-content

Social selling is not a new phenomenon as many might think. Social Selling has been around for many years in various forms and is the process of developing one-on-one relationships as part of the sales process. Today, this often takes place via digital social networks such as LinkedIn, Twitter, Facebook, and Instagram; however, it can […]

Read more ...

Survival of the Adaptive P1: focus on changing buying habits

Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how we need to be if we want to survive and thrive in these ever changing markets – adaptive. This series of ‘Survival of the Adaptive’ […]

Be the 1st to vote.

Read more ...

How buying patterns have changed

how-buying-habits-have-changed

Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products –just as good as brand names–, and an increased pressure on margins with buyers reluctant to make early commitments. Salespeople are facing demands like they […]

Be the 1st to vote.

Read more ...

Some Social Selling Myths & Challenges

social-selling-linkedin-myth

Since LinkedIn started its publishing arm there has been a growing tsunami of articles filling our news feeds and inboxes. Amongst this flood of information are some great articles and, of course, there are those articles that are a waste of time. That’s to be expected. Within this tsunami there has been a range of […]

Be the 1st to vote.

Read more ...

Sales Trend 7 – The Normalising of Social Media in Sales

normalisation-of-social-media

The seventh Sales Trend for 2014 is ‘The Normalising of Social Media in Sales’. This sales trend is seeing businesses really ramping up their use of social media and in very sophisticated ways. Rather than seeing social media as a tack on to the marketing budget, smart businesses are now creating their own social media […]

Be the 1st to vote.

Read more ...

How to use Email and LinkedIn to prospect

how_to_use_email_and_linkedin_to_prospect

In our digital world it is becoming much easier and quicker to find and contact people we want to get in front of. Just think LinkedIn and how easy it is to research prospects by title, industry and company, or using Google to research industries by location, speciality, etc. There should be no excuse about […]

Be the 1st to vote.

Read more ...

Going mobile – the rise of Smartphones in Sales

rise-of-smartphones-in-sales

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going mobile – the rise of smartphones in sales”. As Australia deals with the challenge of becoming more globally competitive, organisations are making greater use of […]

Be the 1st to vote.

Read more ...

Tips for using email and web leads effectively in sales

Sales can be made in several ways: face-to-face, over the phone, web-based, direct mail or via e-mail.  With the plethora of internet businesses now transacting sales online you’d be forgiven for thinking that you could dispense with sales people all together but in many instances you would be incorrect.  There are very few businesses that […]

Be the 1st to vote.

Read more ...

From Mass Marketing to Markets of One

”Move over mass marketing welcome to fragmentation and segmentation” was voted by our readers as the third most important sales trend in Barrett’s 2012 Sales Trends Report. Market fragmentation and segmentation is well and truly taking over from Mass Marketing society’s staple way of communicating with buyers for over 50 years. So what will this […]

Be the 1st to vote.

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Categories

Archives