Why the human touch is vital to the sales process In such a digitised world, why is the human touch still so vital to the sales process? A winning combination I believe (that for most, but not all unless your platform is really commoditised off-the-shelf
What is a data driven marketing methodology? Following on from a talk we gave last month at SaaStock’sfirst online event, I thought that I should share the insights given in my talk through a mini-series of content, for anyone that’s interested! Where do I even
When is best to follow-up? Don’t leave it down to your prospect to get back to you. They might be keen as mustard, but if they’re busy and get distracted by a mountain of other stuff that goes on in their business, they may forget
Apples vs. Apples or Pears? When a prospect compares your proposal to their current pricing, they feel they are comparing apples with apples. But, that’s often not the case! It is all about how your pricing structure works in comparison to their existing supplier’s model.
Have the right impact at new prospect meetings The face-to-face meeting, (or perhaps video call in this new socially distant climate!), has to be spot on. Not only to work for you and your sales process, but to give the best impression to the people
Nurturing is the key Rinse & repeat! Why go to all of that effort of cultivating a list of target prospects, profiling them and setting them on your conveyor belt of marketing activity, to then let the juice run out. They’ll simply go cold, forget
Have time to pick up the phone to prospects? There’s no point in going to all that marketing effort if you’re not going to follow it up. Even for technology businesses, the human touch goes an awful long way in cultivating new business. There’s no
Are you educating & guiding your prospects? Selling without selling is the new art of wooing potential customers. As the famous book, ‘The Go-Giver’, lays out, it is best to give away education and insight to potential customers to eventually win their business. So how
How up to date is your marketing data? We swear by a ‘data driven marketing’ methodology. But, what does that mean? As business owners & managers we have all identified what our best customer looks like – where they are based, how big they are
To market, or not to market? That is the question. Can I keep marketing my business during the Coronavirus pandemic? With an awful lot going on in everyone’s minds during these uncertain times, “is it wrong to continue to market and promote my services during
