Categories for Buying Process
September 1, 2017 9:45 am Published by Fleur The first time I heard about Challenger Sales, I intuitively felt it explained some of the successful sales cases I had experienced myself, but I thought it described even more a personality and the way in which I saw some successful sales representative being able to consistently outsell the rest of us. When hiring new sales guys, I thought I needed to look for a typical kind of personality, a certain level of strangeness and awkwardness, for someone who would never agree, but still be able to sell somehow. I thought that's what it meant for someone to be able... January 3, 2017 9:10 am Published by Fleur Last week I had a doctor's appointment, nothing serious but I thought it was time for me to go in for a general check-up. Get my body's key performance indicators (KPI's) if you will. The Dr. took my height/weight, blood pressure, cholesterol and a blood sugar test. I passed and was given the stamp of health. Now as I was leaving I began thinking about what a standardized health check up would look like for SME's (small & medium sized enterprises). This then lead me to begin thinking about the health check we do ourselves with the 2-Min test we had developed on our... November 24, 2016 11:50 am Published by Fleur During my university studies, I was a young man that needed some extra money. I had just been offered a job at a cold calling centre while I was on my way to finishing my degree in Marketing & Business. So I accepted the job and was quite confident in being able to perform and do a great job (confident as a young man usually is). My first day, I walked into that office as if I was just about to show them all how to sell and I was going to become their next little sales superstar.
Boy, was I in for a... September 1, 2016 10:46 am Published by Fleur Have you ever tried to give something to someone that they don't want?
It can be pretty difficult, imagine trying to give someone something they didn't want or ask for? Well, that's what a lot of organisations are trying to do with their e-mail marketing automation systems, by not using Lead Segmentation. How about if they asked for it but it just doesn't match them? It's like trying to tell the customer they need a size 10 shoe, when they are a size 8. Spraying emails around to their whole database, using the same content from CEOs to interns.
Doesn't Work!
Companies aren't going to... August 11, 2016 9:38 am Published by Fleur Imagine you just started a business.
You've got a fantastic idea, a fantastic product and you're ready to make some money! So it's now up to you... July 28, 2016 3:01 pm Published by Fleur All growing organisations have one thing in common, they all care about their customers. From the outset of the sales process their sales teams ensure they understand the needs, issues and goals of their prospects (this is what separates the amateur from the pros). In the amateurs, sales teams are all about the product & features. When it's time to enter the pro's it's all about the prospects needs, problems & goals. I feel like this needs to repeated: These questions I am about to outline below, can help you determine your own Value and be used when helping your sales team... June 30, 2016 4:25 pm Published by Fleur Creating a pricing strategy that works for your brand and product is vital to ensuring you create happy customers and a healthy sales pipeline. Most organisations seem to implement cost-based pricing into their organisation which can be effective. However, using value-based pricing ensure your customers value their purchase and are as happy as this guy: How would you implement value-based pricing?
Here at Sonician we love the idea of value-based pricing and we have actively engaged in using this strategy to price some of our products. However, to implement such a pricing system you firstly need to determine if you can sustain your... June 21, 2016 9:27 am Published by Fleur We all hope when we implement a new system/method into our business it makes an impact. But what sort of impact would Marketing Automation make? According to Gartner research, companies that automate their lead management see a 10% or greater increase in revenue by the first 6-9 months. Is this the type of impact your looking for? How about relevant emails drive 18 times more revenue than broadcast emails according to the Aberdeen Group. Facts are nice but what impacts can you expect within your business? The impacts range from improved organisational efficiency to improved sales efficiency. The main ways how Marketing Automation can... April 7, 2016 4:19 pm Published by Fleur In this video we take you through how you can use Otto for Lead Scoring. It includes using page actions to determine lead score values, how to search using Lead Scores, as well as how Lead Scoring is logged into the contact activity timeline. If you have any questions please leave a comment! Please share with your friends & family.... March 23, 2016 5:00 pm Published by Fleur In this video I will explain what Lead Scoring is and how it can have an impact on your organisations sales efficiency. If you have any questions please leave a comment! Please share with your friends & colleagues.... 