Stop the Trust Deficit in Sales
A recent HBR study of hundreds of technology buyers found that during the buying process, only 18% of sales professionals are trusted. Another recent survey from HubSpot confirms that only…
8 Proven Social Sales Strategies to Attract Your B2B Buyers and Scale Your Sales
The Military enters new markets first on social before they step foot on the ground (my source is Timothy Hughes). Do you think your first point of contact with an…
6 Ways to Influence the Powerful Emotional Mind
If the brain can't feel it can't make up its mind! This is a contradiction of the conventional view of human physiology; for most of the 20th century, the ideal…
Trust Issues Increases Buyers Risk Invest in the Trusted Relationship
Trust is at its lowest level ever! As proven in the recent Brexit vote and Donald Trump becoming US President. Do you trust politicians, salespeople or the banks and bankers?…
9 Reasons Why Prospecting Does Not Work!
Stop prospecting! There is not a pot of gold, too many people have already mined here. You need to rethink the goal of your prospecting endeavours? Is it to make…
7 Social Sales Tips to Leverage Your Profile on LinkedIn
For B2B buyers and sellers, it is critical to be findable on LinkedIn. You may know that your customers and buyers search for the solution to their problem and have…
The Truth About The 5 Things You Are Required To Do As A Sales Professional?
I read the words of Jeff Molander “The truth is, there has been no revolution in how buyers buy. Everything has not changed. The problem for most sellers is believing they…
How to Build Valued B2B Relationships During The Sales Process
How did I help one company grow their B2B sales by £6million in less than 1 year? I stopped the global senior sales team selling another bog-standard product and helped…
3 Strategies to Increase Your Sales Productivity Fast
Want to be more productive in Sales? Then stop selling. Why because it does not work – no one whether in B2C or B2B, no buyer wants to be sold.…