Transforming your sales strategy with research-led prospecting

research-led prospecting for sales

Prospecting is the foundation of B2B sales strategies. Or at least, it should be. Many businesses aren’t prospecting as well as they could be, if at all.

Research-led sales prospecting is a highly targeted, measurable way of identifying businesses for your salespeople to approach. It is important to realise that prospecting is not lead generation.

While prospecting can provide a framework that the sales team can use to qualify leads that come in (as we’ll explore), it is otherwise a distinct activity wholly concerned with finding and approaching the businesses that make up your target audience.

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The 4 Rs of getting more business from your existing customer base

Marketing is about getting more business – and that includes getting more value out of your existing customer base – through delivering them multiple times the value you get.

If all you did was chase new clients, then you would be regularly losing the ones you already have, which means you would need to be constantly building. This is hard work.

There is an important model that will help you understand what to do in terms of sales and marketing for your existing customers, and it is one that every business owner should know and understand. (more…)

Why trust-based selling will accelerate your business growth

Trusted selling

We live in incredible times of change; there’s no disputing that. Old business models are dying out, new business models and disrupting technologies are being born every day that are turning industries on their head.

At the same time, trust is at its lowest level ever. We no longer trust politicians, we no longer trust banks and bankers. We no longer trust the proven models and establishments that have supported us for years, never more proven than in recent times with Brexit and Donald Trump becoming US President. (more…)

The sales strategy secrets that drive sustainable, profitable sales

A key part of any business development goal is creating an efficient sales strategy that gets your products or services in front of the right people and invites them to make a purchase.

Successful business leaders understand that the sales process is the lifeblood of the company. Without an efficient, productive means of making sales, even brilliant ideas will fail, so it’s vital for every business owner to find the sales process that work bests for their company.

The quicker you can do this, the better your chances of growing your business, and the more likely you are to succeed. With so much at stake, William Buist reveals the sales strategy secrets that will help you make sustainable sales.

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Sealing the deal – How to close a sale

The path from initial interest to confirmed sale hardly ever runs smoothly, especially in today’s tough marketplace.

When sales targets are high and prospects are scarce, it’s essential for salespeople to hone their skills and fine tune their approach for a successful close.

There are many organisational challenges facing salespeople, but most of these can be whittled down to three main root causes;

  1. A lack of sales staff motivation,
  2. Failure to maximise sales capability, and
  3. Inefficient management of the sales pipeline.

To help you close that sought-after sale, here are three key areas to focus on; (more…)