A heartfelt thank you to all our readers and contributors.
Your support has meant that I have had a wonderful year - thank you.
I have thoroughly enjoyed collaborating with you all via the Strategic Selling Group - both on this blog and via the Group page on LinkedIn.
I hope the Strategic Selling Group has created value for you.
I wish you seasons greetings and a very happy and prosperous 2016.
I will be taking 2 weeks leave and will begin publishing again in the second week of January. I have some very...
"Is LinkedIn threatening our CRM implementations?" - interview by John Smibert.
The emergence of LinkedIn as the predominate social media platform for professional business people is disrupting many sales practices, software offerings and tools. In this interview Tony Hughes discusses LinkedIn's possible disruption to CRM in particular.
Tony says that "LinkedIn has the heart, souls and minds of salespeople, and CRM does not". He points out that salespeople feel their "their...
“How to prospect for new customers” – Interview by John Smibert.
In this interview the Top Gun sales coach Wayne Berry states that prospecting is the most overlooked sales skill and yet one of the most important.
Wayne emphasises that we need to target the right prospects. And in our approach our discussion has to be "nothing to do with our product but everything to do with the benefit to the client". To help achieve this he promotes the use of a script even for the most experienced...
“The measure of intelligence is the ability to change.” - Albert Einstein - interview by John Smibert
In this interview John (JD) Dean outlines some of the significant changes that have occurred in our B2B sales world over recent years. In particular he discusses the wholesale shift that has occurred in the way organisations buy and how that has impacted how we sell. He also talks about the emergence of excellent sales tools - and about access to information - sales organisations now have at their...
. Customer Feedback Session - Image by Opolja
How can we assess the health of our account relationships? - Interview by John Smibert.
In this Interview Cian McLoughlin shares some listening strategies for improving account retention
Cian made it clear that we need to be formally and regularly engaging with our customer to ensure we have answers to questions like “What is happening? How are we tracking? What are you...
This article was first published on LinkedIn.
Just recently I had the privilege of attended a summit on Social Selling hosted by LinkedIn. I was impressed with how far B2B Social Selling has come in the last 12 months in many notable corporations.
There are some amazing success stories that reaffirms that Social Selling is driving an evolution in the way we sell and the way organisations buy. I am convinced that the Social Selling leaders will take market share from the laggards.
. Understanding the client's perception of value
'Value Proposition' is a hackneyed term - we need to understand its true meaning - Interview by John Smibert
In this short discussion Steve Hall emphasises the importance of discovering the customer's perception of value - as expressed by them.
He reminds us that 'Value' is in the eyes of the beholder and that perception...