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Title:Social Selling and Sales 2.0 Blog
Description:How To Sell More, using Social Selling & Sales 2.0
Social Selling and Sales 2.0 Blog
Skip to content Skip to primary sidebarSocial Selling and Sales 2.0 BlogHow To Sell More, using Social Selling amp; Sales 2.0Proposal Time Wasting
May 16, 2017 by Nigel Edelshain Leave a Comment
I had the opportunity to be a buyer of some B2B services a couple of聽months ago.聽 The seller in this case was begging us to waste a lot of his time.
He kept contacting me and the other decision-makers asking to send us a proposal but there #8217;s one major problem #8211; he did not get us interested in his product in the first place! Read More #8230;
Filed Under: Closing Go retro for important prospects
May 12, 2017 by Nigel Edelshain Leave a Comment 900, 300, 0.
The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. Read More #8230;
Filed Under: Nurturing, Prospecting What does Do Nothing Really Look like for your Prospect?
May 1, 2017 by Nigel Edelshain 1 Comment
Who is your biggest competitor?
If you鈥檙e in IT sales is it IBM. Apple, Google, Wipro, some dudes in Bulgaria? Probably not. You鈥檙e biggest competitor is Status Quo Inc. Boy those guys are tough to beat! Read More #8230;
Filed Under: Customers, Prospecting Has your proposal gone to Neverland?
April 14, 2017 by Nigel Edelshain Leave a Comment
I was reminded the other day of one of the #8220;classic #8221; problems that is experienced by so many people during the sales process #8211; proposals that have #8220;gone to Neverland #8221;.
The scenario goes like this #8230;you meet with a prospect and they ask for a proposal; you spend a considerable amount of time developing a proposal (I have frequently seen IT solution sales people spending two days out of their selling week just developing one proposal); you send them a proposal and now #8230;your prospect does not return your follow-up calls #8230;What #8217;s up? Read More #8230;
Filed Under: Closing Social proximity account plan
April 7, 2017 by Nigel Edelshain Leave a Comment
A聽great point highlighted on the Linkedin Sales Blog. I hope to be saying more about this soon. I #8217;ve used this approach for some of my own startup gigs. It works.
Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. Read More #8230;
Filed Under: Prospecting, Sales Management Hit Your Number with Numbers
March 30, 2017 by Nigel Edelshain 2 Comments
The future of sales belongs to sales geeks.
You can already see this in marketing. Marketing is already way more numeric and analytical than it used to be. And if you buy into the story that future sales people will look a lot more like 鈥渕ini marketers鈥 then sales people are going to need to be into numbers.
And not just your quota and commission check. I mean operational numbers. Read More #8230;
Filed Under: Prospecting, Sales 2.0 Tools Page 1
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