The development of approaches around Business to Business (B2B) selling has continued to progress and has evolved in its concepts, strategies and practices. This sees closer alignment between sales and marketing with an emerging emphasis on content and digital marketing which in turn supports the shift from outbound to inbound selling. Buyers are now very…
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LinkedIn had long been viewed as a place to match up prospective employers and job seekers. Perhaps that was once the case, but now it has also become a very active business community. There are interest groups that match up like minded individuals in specific industries or on specific business topics. It has also become…
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I have grown fascinated by the shift to social selling, digital marketing and content marketing in the environment of Business to Business selling. One of the more active arenas for this activity seems to be LinkedIn. Once a job seeking/recruiting platform, it is now very much a business knowledge and networking platform. I will readily…
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In my corporate life I had managed a Canadian business. I had three sales teams, a national account team and a national distribution account team. The business environment was fast paced, intense and very consuming.Where was most of my time spent? It feels like (and I believe it to be the case) in internal meetings,…
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Sales Process vs. Sales Methodology. Both are extremely important. Both are critical to setting your sales strategy.Both are often misunderstood, miscategorized or missing!Sales Process Every company engaged in selling should define a sales process. Most do not have one, do not recall all the steps/stages or it is the knowledge of very few in their…
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I have spent a lot of time looking at sales processes and sales methodologies in the Business to Business (B2B) space. In a previous blog post I shared information on the changing B2B buyer and how they preferred not to interact with a sales representative and how they would rather do research on their own.…
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What does the sidewalk in front of my home have in common with a pub in London, England? Answer: both are places where I recently had enlightening conversations around business to business sales. Sidewalk: This seems a strange place to discuss sales strategies. Perhaps not so strange when you consider that my neighbour has worked…
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I was recently reading an article on the cost of customer acquisition as compared to customer retention. (You can see the article here: retention). Some quick fun facts: It costs 5 times more to acquire a new customer than to retain a current customer! 44% of companies are more focused on acquiring new customers as…
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Have you been considering a social selling initiative? Why should this be a consideration? In short, traditional means of outreach, marketing and advertising are quickly losing relevance. This is not where your potential buyers are looking for insights and options. In a previous blog post I shared information on the changing B2B buyer and how…
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It is great to have a hobby. It gives you the opportunity to disconnect from your working life as well as opening up the possibility of creating new avenues of learning and inspiration. I am rather involved in the world of War of 1812 re-enacting. For myself, it has proven to be the ultimate escape…
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