Archive for 'Sales 101'

Other Things Equal, Extreme Selling Competence Leaves Competitors in the Dust

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Other Things Equal, Extreme Selling Competence Leaves Competitors in the Dust

Knowledge superiority can provide a competitive selling edge but, it’s notably capable selling skills that will catapult you over the competition, even if the competition knows more and has been in the business longer.

Personal growth associated with developing selling skills isn’t about reinventing the personal you, the self you know and may very well prefer. It is about developing some selling-related behaviors to be applied when circumstances challenge. The bricks and mortar, habitual behaviors:

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5 Things You Should Know About Your Target Customer to Close Deals Successfully

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5 Things You Should Know About Your Target Customer to Close Deals Successfully

We’ve been connecting businesses with the help of cold emails for more than 3 years at RightHello. During this time, we have learned that getting new leads and closing deals is all about personalized and target-centered communication.

Plunging into sales without knowing your target customer properly is a huge risk. It can result in getting no deals, or not getting the best ...

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3 Point Shot – Random Thoughts on Selling #1

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3 Point Shot – Random Thoughts on Selling #1

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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Reflections On My Personal Selling Style

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Reflections On My Personal Selling Style

Anybody who has spent any serious time in sales has developed a personal selling style, that which works for them. I am no exception and, certainly, my style has evolved over time. I spent my first five to seven years in retail and that was followed by B2B direct selling beginning in 1977.

Retail was a great place to start but, try working consistently extended hours, nights, weekends, and a Christmas season in the candy department. ...

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The Thin Line Between Sales and Marketing

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The Thin Line Between Sales and Marketing

Jump starting any business into the market is not a task for the faint in heart. It takes an iron stomach, a wealth of knowledge, and then an ongoing persistence to make sure that everything works in your favor. One of the fine lines that companies will have to juggle is the difference between sales and marketing.

Both relate to each other as parts of a larger process but, they’re far from identical. The roles of sales and marketing are often ...

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The Secret to B2B Selling: Identify the Pain Points of Your Customers

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The Secret to B2B Selling: Identify the Pain Points of Your Customers

It’s simple: identifying customer’s pain points is one of the keys to being a successful salesperson. And for B2B companies, it’s critical to know how to do this in those first few meetings with a potential client or customer. If you can clearly articulate and identify his or her pain points, and then center your marketing strategy around them, you can position your products or services as a solution to problems that have been nagging them for a long time.

But ...

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