Posts tagged as:

Sales

Transforming the Sales Proposals Process

We’re big fans of working with customers through a combined buy/sell process. This software looks as if it could extend that team work right through to the proposal itself.
That sounds a great idea to me. Of course the concept of commercial collaboration needs to be sold, replacing the traditional commercial tension.
That takes a [...]

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Is Infotainment in Your Sales Strategy

Entertainment combined with information is the magic mustard for today’s product sales – Infotainment. Content led selling is the new strategy and infotainment is the engagement tactic that will make it work.

Infotainment captures buyers’ attention – it’s different to all that dry benefits marketing speak.
Amusing and informing at the same time. That’s the winning strategy for [...]

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Context Led Selling in the Front Office | Front Office Box

Not long ago we described the new opportunities for businesses to lead their sales with Inbound Marketing. In Content Led Selling in My Front Office we explained our own thinking, as it’s developed over the last several months.
As is quite often the case we’d understood but not properly described the reason it works.
Just a [...]

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Authority Rules – It Certainly Does

Rule Two: Don’t Sell… Teach

Many people think the main barrier to online marketing success is a lack of traffic. But it’s really a lack of trust. People love to buy stuff, but they hate to feel sold. So despite the fact that you’re building a website that will build your business, you need to concentrate [...]

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With Content Leading Sales in My Front Office | Front Office Box

We all know business isn’t like it used to be – more competition, more demanding customers, and less interest in our marketing.  These all stem from the Internet.

Nowadays customers are more informed and more able to decide for themselves what they want.  Old style power selling won’t work when the customer knows more than the [...]

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Content Led Sales and the Battle of Ideas

This article is published in the Front Office Box blog but reproduced here as an example of content led sales – see the comment in the footer.
Front Office Box Business Coach

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What Could You Do With a 1,000 Business Partners

What could you do with a 1,000 business partners? Or even a million? Ten might be nice?
One to the power of N.
The biggest problem faced by all entrepreneurs is isolation. Nobody wants to help us achieve success. At best they’ll want to take our money in exchange for their “professional services” – shame that “professional” [...]

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Selling To CEOs Takes Different Strategies

Selling to the  CEO of our prospect  can be quite intimidating. But it needn’t be, as long as we think our strategy through.
We have to meet with the boss.  We’ll learn a lot about how to pitch our case, and make sure when she’s asked to ratify the decision she knows why she’s doing it.
Post [...]

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Sales Forecasting Can Be Simple

There’s an interesting post at Front Office Box about forecasting sales – How Accurate Is Your Sales Forecast
Experienced  sales managers may well benefit from understanding the approach described in this post.
Anybody without hard core sales management experience should commit a few minutes to reading this post.
The technique proposed is simple to understand and even simpler [...]

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