Archives for Tag “Sales”

Please welcome – the Social Buyer!

September 27th, 2016

Social Selling has often been discussed in recent days. But when sellers are becoming more social, isn’t it obvious that buyers are as well? Do you know what it means to you to talk to a social buyer? Here is my round-up of stepping into the shoes of a social buyer. Discover what behaviour and expectations are typical for this new generation...

Who would push their customers into a well?

September 22nd, 2016
metapher, change, USP, sales, portrait

There’s a saying I learned years ago: People buy on emotion and defend their purchase on logic. So why do Sales Training programs miss the point so often? In my experience there are two ways our prospects and customers can receive data and information: 1. A justification for proceeding with a purchase or 2. An emotional punch in the guts, that activates the...

Customer Profiling: How Well Do You Know Your Customer?

The IT sector is quickly becoming more and more customer centric and as such, companies have to adapt their usual tried and trusted methodology in order to remain competitive. Customer profiling is one way of understanding a customer better and provides a company the basis to develop digital marketing initiatives that match with the demands of their customers. Similar to service/product development...

How to Leverage Your LinkedIn Usage for Sales – As IT Solution Provider and Salesperson

 84% of IT solutions providers actively leverage LinkedIn for their social media activities. LinkedIn focuses on bringing business professionals together. The ability to create company pages, post job openings and join industry discussion groups on LinkedIn helps businesses to recruit top personnel and generate leads. As an extremely effective channel for establishing a digital presence, sales people can make use of LinkedIn...