Although trade shows were predicted to die out due to the ease of communication via technology, business-to-business trade shows are still important for many industry sectors. Sure, nowadays trade shows have to prove their worth to attract exhibitors. And there is a real challenge for shows to remain current and offer an experience that can’t […]
The best content format to engage technical professionals
Content format infographic below Selling technical products, software and services usually involves giving prospects access to information that educates them about the product, and inspires them to use it. This information is now commonly referred to as ‘content’ (as in ‘content marketing’). The content has a purpose. Your prospect is looking for help to make […]
When to contact newcomers in C-level roles
It’s pretty standard these days for sales professionals to be on the lookout for what are called “trigger events” as a way of spotting potential new business opportunities. Trigger events are a sign that something has/is/maybe happening within a prospects organisation that could create a new need for them. Or the trigger event may highlight […]
How to get powerful client testimonials
Selling a service or technical product can be like “selling the invisible”. Clients can’t directly see what they’ll be getting. And that’s why just about every expertise-based business relies on some form of ‘proof’ that they can deliver what they offer. Potential clients simply don’t know whether you can do what you say you’ll do. […]
Sales trap: We love to talk, but really need to listen
Sellers love to talk about what they have My anecdotal research has clearly shown that, when it comes to selling, the part sellers are most comfortable with is talking about what they do. Explaining their services and how they can help the client. So what do you think happens in most sales encounters? That’s right… […]