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Your customers are not all the same, nor are they all different in every detail. While you might struggle to develop messaging that appeals to everyone, you can develop messages and product offerings that appeal to specific groups of people. To sell successfully, you must be able to offer benefits that solve specific problems, and… …
Cold calling, contacting a person or a business who isn’t expecting to hear from you, and attempting to sell them something isn’t an easy task. At the outset, the person you’re talking to may be eager to end the call as soon as they realise they’re about to hear a sales pitch. A winning script,… …
There are several different types of presales, ranging from selling movie distribution rights before the production is finalised to early sales of concert tickets and the presale of off-plan houses. But there is a much more complex version of presales you need to know about. Very often, presales refer to a process that is undertaken… …
Nothing is as easy as it sounds. The concept of sales revenue seems fairly easy to grasp. A simple sales revenue formula would be products sold multiplied by unit price, with the total being your sales revenue. But there are complexities. For example, does revenue come from selling, or do you only record it when… …
A B2C sales definition is relatively easy to formulate: a business that sells most of its goods or services to consumers is engaged in B2C sales. In a sense, B2C sales are more complex than B2B sales. The target market is often far larger and more diverse, making it more difficult to formulate effective marketing… …
B2B sales, defined as selling from one business to another, requires a slightly different approach to selling to the public. B2C (business to consumer sales) generally involves a shorter sales cycle with only one decision-maker. By contrast, when a business makes a purchase, there will usually be more than one stakeholder involved in making the… …
The term “sales enablement” may seem rather redundant unless one understands the depth of meaning it conveys. Once you do, you’ll see that a sales enablement strategy is worthy of as much thought as other business strategies. So what, exactly, is sales enablement? It’s the full suite of training, coaching, materials, tech tools, and content… …
“Do you want chips with that?” is perhaps the most common version of cross-selling that you’ll encounter. You ordered a burger. The chips are an additional product. If you opt for a side of chips, you’ll pay for the extra product, but it will add value to your burger-eating experience. Let’s wrap this up and… …
“Inside sales” might sound like a new term, but you’re probably familiar with it already. To define this, inside sales means selling products remotely using the phone, email, video calls and other remote channels. It’s a tailored approach that responds to qualified leads or researches potential clients ahead of making contact, and it’s especially effective… …
A sales funnel is a visual representation of customer journeys. But why, you might ask, is it funnel-shaped, and why is it so important to capture your business’s sales funnel? The truth is that no business can afford to leave sales to chance. It all begins with understanding customer journeys before optimising them to achieve… …