Marketing + Sales 5: Passive Outreach
Last week I was talking about how Marketing and Sales should work together when it came to targeted outreach aka actively sending out materials in order to create sales. Now I want to talk about ‘Passive Outreach.’ This is much more the day to day activities such as content marketing, blogs, newsletters etc. So although […]
Marketing + Sales 4: Targeted Outreach
We are talking about how best to align your sales and marketing teams and how best to reach out to the wider world and try and find some Suspects to convert into Prospects. For me there are two kinds of outreach ‘Targeted’ and ‘Passive’. I would consider all Sales activity as Targeted Outreach. Although technology […]
Marketing + Sales 3: Categorising Customers
I am talking about how to tie the roles of sales and marketing closer together so they will be more effective for your business. We have talked about the importance of both knowing whom you are targeting, but now we turn our attention to how we will reach those people. First let’s clarify how I […]
Marketing+ Sales 2: Targeting
We are talking about how to ensure that Sales and Marketing can play nicely together and their different roles through customer journey. Let’s start by thinking about targeting. Who Are Your Customers? Normally the outlook of the business is set out by the owner/management team, and they dictate the sort of customers and clients you […]
Marketing+ Sales 1: Frenemies
Sales and Marketing are different pieces of the same puzzle. They are both tools used to grow your business and yet in many organisations they aren’t aligned. This happens in all industries and all business sizes so in this series of lessons, I want to cover what you can do to ensure that sales and […]
Growing Sales Team 1: Should You Hire?
Most people reading this did not start out working for themselves so as to become a sales person, but as I’ve often said if you don’t embrace selling you simply won’t last. At a certain point though many people whose primarily skill sets lie elsewhere will be comfortable enough with the work coming in they […]
Basics of Sales 17: Your Questions
What is the most overlooked technique to improve sales? I think different techniques will work for different industries but I would say one thing you can never do enough of is research. If you’re prospecting in any real fashion then you will have a relatively long list of names/companies and it isn’t so easy to […]
Basics of Sales 16: Seal The Deal
You’ve found a potential customer, you’ve gauged their interest, you’ve followed up, you’ve sent a pitch and now they are finally in a position to buy from you. Last but certainly not least in the sales process is closing the deal. This is a subject I’ve covered in my series ‘How To Convert” but to […]
Basics Of Sales 15: No Conversions?
If you are doing all the right things and still having no luck when it comes to your sales it’s important to evaluate where you’re going wrong. Effort Being honest with yourself how much effort actually goes into your sales? Few people really enjoy the process of sales it’s arduous and tedious at the best […]
Basics of Sales 13: Annoying Prospects
In the last few lessons we’ve covered some of the best ways to warm prospects to your sales proposition and also what is and isn’t a buying signal. Now I want to concentrate on things you may be doing to annoy prospects without even realising. Being Too Familiar No sales article is ever without that […]
