Archives for Tag “Sales”

Social Selling: 3 Crucial Yet Ignored Strategies

April 19th, 2017

You know the statistics. 75% of B2B buyers turn to social media for advice on their buying decisions. They’re also five times more likely to engage in the sales process if you share a mutual connection. Therefore, after carefully crafting your personal brand on LinkedIn, identifying target audiences and specific buyer personas, and positioning yourself as an advisor and industry thought leader...

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...