Strategies for success

no. 11/2020

Four prospecting mistakes to avoid at all costs

Four prospecting mistakes to avoid at all costs

According to a recent survey by CSO Insights, sales professionals spend an average of 18.1 percent of their time prospecting and preparing for calls.1 That is nearly one day per work week. Salespeople who have a lean pipeline of opportunities spend even higher amounts of time. With this amount of investment, one would think that sellers would spend their time as wisely as possible. However, when I...

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On-line only no. 11/2020

10 prospecting practices that discourage potential clients

Prospecting - the process of finding potential clients - is one of the salesperson’s most difficult tasks. It often requires conversations with unpleasant clients, and often involves refusal and rejection. Interestingly, the clients themselves don’t like it either. Why? Because they don’t like salespeople? Or perhaps because they apply practices that discourage potential clients?

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no. 10/2020

Business English Video Course

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no. 10/2020

How to reliably demonstrate product advantages to a client

How to reliably demonstrate product advantages to a client

I once met with a person offering negotiation training - apparently the best in Europe. We sat down, and I spent the next hour hearing about the superiority, attractiveness, reliability and other advantages of their offer. After 10 minutes I was slightly surprised by their lack of interest in how our company works or what we need. After 20 minutes I was slightly bored, and after 40 I began to be irritated....

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no. 10/2020

6 steps of monitoring the competition

6 steps of monitoring the competition

Today’s clients are more aware of existing market offers than ever, which often means that it is they - not salespeople - who know more about what’s on the market. In such circumstances, monitoring the competition becomes one of the most important activities necessary to build an attractive offer.

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no. 10/2020

How not to tell a story

How not to tell a story

Once upon a time... There was a time when it seemed like every story started that way. As children, we loved to hear stories about faraway lands where good triumphed over evil, where the hero always came out on top. Though we may not know it, we still like those stories - not as fairy tales, but as stories communicated by people, movies, commercials or newspapers. We can listen to them over and over...

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On-line only no. 10/2020

Marketing for salespeople: E‑mail marketing in practice

Sales and marketing are professions that require constant cooperation and mutual support. This joint effort is directed at acquiring clients and earning revenue for the company. In principle, roles and responsibilities are clearly divided, but in practice that’s often not the case. That’s why every salesperson (you too!) should know marketing techniques - especially email marketing, which is useful...

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